5 Tips to Improve Lead Allocation; Plus Weekly SaaS News and Updates

Thank you again to the 6,200 folks that came to San Mateo / SF Bay Area for the 7th SaaStr Annual! Getting back together IRL is really magical. But the magic we all saw everywhere, where folks saw folks IRL for the first time in 2+ years … well, it was magic.

The good news today, is there are tons of customer success veterans out there. So you can find folks to join you. But the bad news is, many can’t really do the job a start-up needs at a leadership level. I’ve recently watched a number of first VP/Head/Directors of Success hires just not work out … so I thought it might be a good time to update our quick interview checklist.

Zoom sales may be the name of the game, but meeting customers in person is fantastic. So what’s the right trade-off for the post-Covid era? There is no question traveling takes time, and time away from deals. For most of us, here are some guidelines, if you can do it safely and comfortably.

There's a rough rule that as soon as you are bringing on more than 1–2 reps a quarter, you needed to hire a director of sales ops. While that's still probably a good rule, time has marched on and we’ve all learned more specialization in sales is better.

As OpenView and many others have documented, Product Led Growth (“PLG”) is one of the dominant themes of the SaaS marketplace today. Unsurprisingly, Product Led Growth was one of the most popular discussion topics at SaaStr Annual 2021. Here are 6 sessions to study.