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Browse: Home / Sales & Customer Success

Sales & Customer Success

The Two Things to Do.  When You Don’t Know What to Do.

The Two Things to Do. When You Don’t Know What to Do.

By Jason M. Lemkin on May 15, 2017

There may come a time, or two, in your company when you just don’t know what to do. You aren’t growing fast enough.  or The competition seems to be getting the best of you.  or You can’t raise financing.  or You just lost an important deal.  Or maybe more than one.  or That great new […]

Posted in Business, Featured Posts | Tagged 1 - Stage, 2 - Topic, Customer Success, Early, growth, Sales & Customer Success

Why The Law of Large Numbers is Just an Excuse

Why The Law of Large Numbers is Just an Excuse

By Jason M. Lemkin on January 18, 2017

Everyone has tough quarters, and usually, at least one tough year (more on that here). As we approach $10m, and then again as we approach $20m, and then again as we approach $X0m … we often blame a factor that I believe rarely is really real — The Law of Large Numbers. The Law of […]

Posted in Business, Featured Posts | Tagged 1 - Stage, 2 - Topic, Getting to Initial Scale, growth, Sales & Customer Success, scale, Traction & Scale

The Top 10 Worst Pieces of SaaS Advice

The Top 10 Worst Pieces of SaaS Advice

By Jason M. Lemkin on January 18, 2017

Advice is very context sensitive, so take this post with a grain of salt. But for me, it’s “Blue Monday” … so I thought I’d take a stab at the Top 10 Pieces of Classic SaaS Advice … that in my experience at least are usually Just Plain Wrong. The advice and thinking that leads you […]

Posted in Business, Featured Posts | Tagged 1 - Stage, 2 - Topic, Early, exit, growth, Sales & Customer Success, scale

My First Big Sales Deal

My First Big Sales Deal

By Jason M. Lemkin on July 18, 2016

In my first start-up, I was mostly hunting whales — seven figure and eight figure deals. I had no experience doing any of this. For our First Big Customer, we’d been negotiating a $6m/year contract for quite some time (they always take time). We finally had the “all hands” meeting with all the C-level and […]

Posted in Business | Tagged 2 - Topic, Getting Going, saas-startups, sales, Sales & Customer Success

Dharmesh Shah of Hubspot: From Day 0 to IPO. What Went to Plan. What Most Certainly Didn’t (Video + Transcript)

Dharmesh Shah of Hubspot: From Day 0 to IPO. What Went to Plan. What Most Certainly Didn’t (Video + Transcript)

By Jason M. Lemkin on July 18, 2016

In anticipation of the upcoming SaaStr Annual 2017, we’ll be releasing the full series of transcripts and videos from all the awesome 2016 sessions. There are rules in starting an enterprise software company. You will fail if you: 1) try to build a suite of products out of the gate, 2) focus solely on SMBs, or 3) […]

Posted in Business, Featured Posts | Tagged case studies, Customer Success, growth, pricing, Pricing & Revenue, Product & Competition, SaaStr Annual Sessions, sales, Sales & Customer Success, The Journey, video

Small Deals at Large Companies.  Hooray!!  And 100% At Risk.

Small Deals at Large Companies. Hooray!! And 100% At Risk.

By Jason M. Lemkin on July 6, 2016

Every customer you close, the next day, is at risk of churn.  A month-to-month customer can basically cancel anytime.  An annual contract customer can sort of cancel anytime, but really probably won’t for a year, or even 3 (more on why Year 3 is the biggest risk for bigger customers here).  You know this, of […]

Posted in Business, Featured Posts | Tagged 1 - Stage, competition, growth, pricing, Product & Competition, sales, Sales & Customer Success, scale | 1 Response

Cornerstone OnDemand’s Kirsten Helvey: Scaling from 30-1,500 in SaaS: Lessons From the Frontlines (Video + Transcript)

Cornerstone OnDemand’s Kirsten Helvey: Scaling from 30-1,500 in SaaS: Lessons From the Frontlines (Video + Transcript)

By Jason M. Lemkin on May 20, 2016

In anticipation of the upcoming SaaStr Annual 2017, we’ll be releasing the full series of transcripts and videos from all the awesome 2016 sessions. In this session, Jason Lemkin receives some valuable insight from Kirsten Helvey, COO of Cornerstone OnDemand, a cloud-based learning and talent management solutions provider. Drawing from her 11 years of experience […]

Posted in Business, Featured Posts | Tagged case studies, Customer Success, growth, Hiring & Operations, Hiring & Retention, SaaStr Annual Sessions, Sales & Customer Success, scale, video

When the Player-Coach is Just That. And No More.

When the Player-Coach is Just That. And No More.

By Jason M. Lemkin on May 4, 2016

We’ve talked a lot on SaaStr about not screwing up that VP of Sales hire.  Done right, it will accelerate your company to the next level.  Done wrong — you can lose the better part of a year, and half of your last round of capital. And we’ve talked a lot about the trade-offs in […]

Posted in Business, Featured Posts | Tagged 1 - Stage, 2 - Topic, 5 - Feature, Building a Sales Team, Getting to Initial Scale, Hire VP Sales, Hiring & Operations, Hiring & Retention, sales, Sales & Customer Success, scale, Traction & Scale

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