Talkdesk

To scale your business customers need to be at the center of all you do. The reason for your business is to solve their largest problems and be mission-critical to their success. If your customers succeed your business will too. However, what if you can't find or engage your target buyers? The way technology is bought and sold today has dramatically changed. The buyer's journey is not linear but something they want to control. According to Bain and Co study, 94% of prospective buyers are well informed about a product before ever engaging with a sales team. From our research at TrustRadius, virtually 100% of buyers want to self-serve, 58% of buyers say word-of-mouth is a top source for discovery and evaluation. We'll evaluate these buyer trends and provide strategies to find and win these new-age customers now and in the future. Full video: https://youtu.be/eGL9ndS3Kmk Want to join the SaaStr community? We're the 🌎largest community for B2B software. Subscribe for weekly updates: https://www.saastr.com/subscribeform Twitter: https://twitter.com/saastr LinkedIn: https://www.linkedin.com/company/2724976 Quora Group: https://www.quora.com/q/cloud Facebook: https://www.facebook.com/SaaStr/ Instagram: https://www.instagram.com/saastr/ Our North American Event: https://bit.ly/2OXeAYh Our European Event: https://bit.ly/2OZTad8

Kady Srinivasan

SVP of Marketing

Klaviyo

Kathie Johnson

Chief Marketing Officer

Talkdesk

Cynthia Gumbert

Chief Marketing Officer

SmartBear

Vinay Bhagat

Founder and CEO

TrustRadius

Talkdesk SVP of Client Services Gillian Heltai oversees Talkdesk's Customer Success and Technical Support teams, partnering closely with customers to achieve their CX vision. In this session, Gillian will walk you through how to build a high performing CSM Team. Missed the session? Here's what Gillian talks about: How to build a CSM team Avoiding the mistake of over defining the candidate profile How to divide responsibilities across roles Find the video and full transcript on our blog. If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin SaaStr Remote and hybrid teams aren't the future of work-- they're the present. Owl Labs is embracing this revolution, and is here to provide remote workers with a virtual seat at the table with the Meeting Owl. Their 360° smart video conferencing camera can recognize and highlight any speaker at the table using an array of 8 microphones. Check it out for yourself at owllabs.com!

Gillian Heltai

SVP of Client Services

Talkdesk

Today's show is centred around The Top 10 VP of Sales Lessons Learned In Scaling To $100M ARR. Leading this conversation is Aaron Ross, author of best selling book, Predictable Revenue, providing the framework for the outbound process & sales team Aaron created for Salesforce.com. During his time at Salesforce as Director of Corporate Development and Acquisitions, Aaron added an extra $100 million in revenue in just a few years. Joining Aaron from the sales perspective we have Andrew Bothwell, VP of Sales @ TalkDesk and Aaron Schilke, VP Enterprise Sales @ Talkdesk, one of the fastest growing SaaS startups today. Providing insight from the other side of the table we have Josh Stein, Partner @ DFJ where his current board responsibilities include Box (NYSE: BOX), Chartbeat, LaunchDarkly, LendKey, SugarCRM, and previous guest with me on SaaStr in Talkdesk. But enough from me so without further ado I am going to hand over the reigns to Aaron Ross. In Today's Episode You Will Learn: What does Josh Stein believe is the toughest growth stage in SaaS? Which stage separates the men from the boys? Why is growing to 100 a case of simple maths? How does this maths affect how you should think about your sales hiring pipeline? How does this maths affect your view of forecasting? How do TalkDesk look to build a repeatable and scalable sales process? What have been their major learnings? Where do most startups make mistakes and falter? How should VPs of sales approach feedback with their reps? Why has a VP failed if a rep is blindsided by a particular piece of feedback? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr

Aaron Ross

Author & Sales Consultant

Predictable Revenue

Andrew Bothwell

VP of Sales

Talkdesk

Aaron Schilke

VP of Enterprise Sales

Talkdesk

Josh Stein

Partner

DFJHarbor

Welcome to Episode 1 of The Official Saastr Podcast, the show will delve behind the scenes of the latest and greatest SaaS rocketships talking to the founders and operators themselves. We will also be chatting with the investors and VCs funding these hyper growth companies to reveal their tactics and strategies when it comes to deciding whether to invest. To celebrate, we have a very special guest: Tiago Paiva. Tiago is the CEO and Co-Founder of Talkdesk, the world's leading browser -based call center software solution and in today's show with Tiago we discuss: The Origin Story For TalkDesk How Tiago achieved $3m in Sales without spending a $ on marketing When is the right time to hire your VP of Sales? How important is it for SaaS startups and founders to be in SF? How did Tiago choose his investors? In a round we call the 60 Second Saastr, we also hear: The biggest challenge Tiago has faced to date? Tiago's favourite SaaS resource? What role is the hardest to fill in a SaaS organisation? If you would like to find out more about the show and the guests presented you can follow us on Twitter here: Jason Lemkin Harry Stebbings Saastr Tiago Paiva

Tiago Paiva

CEO and Co-Founder

Talkdesk