Ryan Burke from InVision joined us in the studio today to talk about “Building Winning Remote Sales Teams.” Ryan is currently the VP of Sales at InVision and is the man credited with setting up and growing their fully remote sales organization. Today the company counts over 1.5MM designers and companies like Evernote, Adobe, Twitter, Salesforce, and Viacom as customers. The InVision sales and support team today is north of 30 people with AEs, SDRs, CS staff, and more stretching from Hawaii to Boston. Ryan walked listeners through a number of elements including hiring, learning management, remote sales stacks, rewards and incentives, and sales operations. In addition, he covers when and when not to take this approach. Ryan has learned a ton along the way and shares all his tips and tricks on this edition of the Bowery Capital Startup Sales Podcast.
Kristen Habacht joined us in the studio this week to talk about the impact of freemium SaaS on b2b businesses. Launched in 2011, Trello remains one of the best examples of freemium done right with now over 10 million users and a ton of happy business customers such as The New York Times, Google, Pixar, and Adobe. Kristen is currently the VP of Sales for the business and joined after their initial launch of the business class product in 2013. We dig into a number of discussions in the podcast including how to think about setting up freemium at launch, the various types of freemium SaaS and what might work or not work for your business, how marketing and sales work together at Trello, what indicators sales should look out for to know when to upsell someone, and finally some big tips and tricks that Kristen has seen work well at Trello.
This week, Kevin Karner joined us on the Bowery Capital Startup Sales Podcast to discuss "SaaS Upsell & Add-On Sales Strategy." Kevin is currently the Head of Customer Growth at Drift, joining on as one of the first sales employees. Prior to Drift, he led up the Add-On Sales team at HubSpot, from the team's first incarnation as an experiment all the way through to its growth to a ~15-member team. Kevin shares with us his experience putting an upsell / add-on sales strategy to work, how it varies from the traditional sales or account management roles, and why a SaaS company should consider building such a team in-house.
This week we were thankful to have our good friend Will Freiberg join us on the Bowery Capital Startup Sales Podcast to discuss "Building The Open Source Sales Machine." Will is currently the Chief Business Officer at Mesosphere and was the first business hire into the company almost 2 years ago. He was highly influential in setting up the the sales, partnerships, and operations infrastructure teams and today heads up all of those efforts for the company. He came on to chat about how to build an open source sales machine and what has worked and not worked for his company.