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Bowery Capital Startup Sales Podcast

Bowery Capital is an early stage venture capital fund that focuses solely on helping portfolio companies with sales related challenges. This podcast is a discussion between the Bowery Capital team and experienced industry friends in an effort to help a younger generation of startups better understand the issues and pain points they will face when thinking about early revenue generation.
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Bowery Capital Startup Sales Podcast
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Mar 25, 2016

Most early stage folks who listen to our podcast understand very well the positives and negatives of inside versus outside sales. What is less known tends to be the third model of selling, the partner driven sales model. This model is inherently different than either inside or outside sales and requires a very different approach to hiring, onboarding, training, and sales operations to be successful. To touch on the subject of "Partnership Driven Sales Success" we brought on Bill Tyndall from inDinero. inDinero is one our favorite businesses in the SaaS space and has grown to 200+ people and tons of happy customers. They have a very distinct and unique approach to deploying the partnership driven sales model and Bill's view on the topic was absolutely fascinating. He's been with the company for over 4 years now and plays a crucial role in all elements of the selling model as head of the NY office in sales and success.

We started the discussion on Partnership Driven Sales Success talking definitions and helping the younger SaaS founders think about when to deploy this model and when to not focus on it. We noted and discussed how the model is very different than general partner programs which is more a business development traction channel rather than the core selling model of your company. We then dove in on how inDinero set up their partner driven sales organization and how they have seen partnership driven sales success. We then talk about what has worked and what has not worked and from there move on to some very tactical components of the sales process aligning to this type of selling model. In particular Bill gives the audience some great points on locating and interviewing the right people to be able to sell within this model, how to correctly onboard these people to succeed in your company, and how to train effectively around the same things. All in, it was another great podcast and we hope you enjoy it.

Mar 18, 2016

Customer success leverage can sometimes be the difference between a winning and losing SaaS business when operating in low ACV environments. The theory is basically that if you are selling software at low prices you must be focused on extracting the highest degree of leverage out of your sales, marketing, and customer success teams to build a highly efficient business that wins. To discuss this topic we brought on our good friend and ultra-marathoner Jason Mills from Expensify to talk through how his business gets leverage through the customer success team. Expensify is a great example of how to build a wonderful engine here with millions of happy customers already served. Jason has learned a ton about this over his almost 4 years with the company. He was one of the early sales hires and really drove home the notion of gaining a lot of leverage out of the customer success team.

We start the discussion on what specifically we mean by customer success leverage and how Jason and his team think about this topic. We really focus the podcast on how Expensify gains leverage without a substantial amount of money to spend. Jason talks about what makes a great customer success person that can give you leverage and lays out how the team works at Expensify (it is quite unique). We then move into how the founding team thought about this from the beginning of the company and how it has evolved over time. Next, we cover some of the thinking around the CAC / LTV specifics of their business and how Jason thinks about spend within his team here. From there we move into the specific tech stack that Expensify uses on this front and some of the tips and tricks that Jason has learned along the way when thinking about how IT can give his team leverage. You will be surprised to find that the company really only uses two pieces of software to handle all of the needs on this front (talk about focus and leverage!). We move on to some thinking about cadence of customer communication as well as how to train customer success team members to think outside the box and give any SaaS founder leverage. Finally, we close on Jason's thinking about how product and customer success are aligned at the hip in his organization and Jason closes with some tips and tricks on gaining customer success leverage in any low priced SaaS business. We hope you enjoy and thank you for listening.

Mar 11, 2016

SiriusDecisions introduced The Demand Waterfall concept in 2006 to create a shared view between marketing and sales to ultimately reveal the health of an organization’s new-business-related activities. We love this concept and recommend it to pretty much any portfolio company that cares about marketing and sales alignment. As demand generation efforts are becoming more and more important to the health of any SaaS company we thought it would be great to bring on our friend Ryan Mettee to this edition of the Bowery Capital Startup Sales Podcast to discuss The Demand Waterfall. While we've discussed marketing and sales alignment and how marketing can drive growth in early stage SaaS, we have not covered this topic with such a level of structure. Ryan has been with SiriusDecisions for over three years and leads the sales effort on the west coast teaching this concept to many early stage SaaS companies.

We start out with a high level discussion of some of the engagements that SiriusDecisions works on around sales and marketing and how they invented The Demand Waterfall concept some time ago. We then cover how it has changed through the years and what any early stage company needs to think about when setting up The Demand Waterfall. We next give a detailed overview of the actual waterfall and each stage within it. For a visual check out this link. Ryan then discusses how to think about the alignment of sales and marketing and some of the critical things to watch out for as an early stage organization trying to build a culture of alignment. We close on some critical things plaguing companies abilities convert leads to revenue and Ryan also gives the listeners some successes that he has seen (100%-700% increase in closed / won business) when companies implement this process. Finally, he gives some wise advice around his three key criteria to early SaaS success in sales and marketing infrastructure. "Adopt" then "Operationalize" then "Optimize." We will let you listen to the podcast to hear specifically about what he is talking about!

Mar 4, 2016

Client Churn is a topic of conversation we have not really covered yet on the Bowery Capital Startup Sales Podcast and so today we bring on our friend Kaveh Rostampor from Meltwater to help the younger generation of SaaS founders understand how to think about client churn. Kaveh is the Executive Director of the Americas at Meltwater where he runs a 200+ person team focused on operations, client acquisition and success, enterprise sales, and marketing for 14 offices in North America and South America. He joined the company 4 years after the business was founded as one of the early hires and was instrumental in setting up their sales and customer success efforts. 10+ years later and with help from Kaveh, Meltwater does over $200MM in ARR, has over 1,000 employees, 23,000 clients, and offices in 50 countries around the world. Most inspiring, the founding team did not take any outside capital for the first 12 years of operations.

We start with some high level thinking on client churn and how to understand the three metrics that matter most to Kaveh around client churn. He lays out how Meltwater thought about this from the beginning and how they have grown and changed around these three important metrics through the years. We then move on to some very interesting discussion around the various surveys that the company sends existing clients and what they tend to show the customer success team at Meltwater. Meltwater has some interesting approaches to this and we found the discussion incredibly insightful for any early stage company. We then cover the systems, process, and tools that Meltwater and any SaaS company should be using to understand client churn. Kaveh also gives the listeners some thinking about the reports both at the board level as well as internally to your marketing, sales, and product teams to keep everyone on the same page. Finally, we cover some tips and tricks that Kaveh has learned through the years. Give a listen and we hope you enjoy this week's edition of the podcast.

Feb 26, 2016

Unique value selling, a tactic that’s been employed in the software world for years, guides practitioners to figure out why a product is a particularly good fit for a prospect, and then sell them on that message. That unique value proposition is something all startups mull over from Day One. Too few, however, break that high-level message down into dollars and cents for their potential customers, tying it directly to the bottom line. This week’s podcast invitee, Nanigans’ SVP of Global Sales Aaron Mittman, argues that a unique value selling proposition must be underpinned by a thorough, quantitatively sound ROI. By deconstructing ROI into an actual spreadsheet calculation, you can not only arm your target with a defensible method to evangelize the sale internally, but you are also forced to uncover potential gaps in your sales strategy. Perhaps your Ideal Customer Profile (ICP), for example, should prioritize those leads with higher ROI, whether that be a result of their business model, products they currently use, or how quickly they are growing. Without an ROI calculation to back it up, unique value selling can often devolve into the sales team echoing what management believes its strongest product features to be; sometimes, it’s better to let the numbers do the talking.

Aaron’s quantitative ROI model seeks to calculate positive impact in 4 areas: (1) increased revenue, (2) decrease costs, (3) decreased risk, and (4) increased speed-to-market. An informed salesperson will be able to walk a potential client through top- and bottom-line math, highlight protection against threats (e.g. increase uptime, reduce liability), and underscore how a product can help clients execute more quickly than ever before.

So tune in to hear Aaron’s advice on how to best structure your ROI calculation and bring your unique value selling efforts to the next level! Currently the SVP of Global Sales at Nanigans, Aaron draws from years of experience investing and advising SaaS startups, including CoinTent, CoVis, and Mortar Data. And he’s put this ROI quantification strategy to work many times over. I’d recommend the exercise to even the earliest-stage founders; at the very least it’s a healthy stress-test of your product’s value prop, and at best, you may find it helps your reps drive more deals over the line. Happy listening!

Dec 18, 2015

Nearly five years ago, Aaron Ross changed the world of software sales with his bestseller Predictable Revenue. He articulated a sales model that his team used to add $100M+ in revenue at Salesforce. As I’m sure most of our readers and listeners know, that model is centered around a “Cold Calling 2.0 outbound process” that has been widely adopted in the SaaS community since. The Predictable Revenue-based framework we’ll focus on here relies on two key roles: Sales Development Reps (SDRs) and Account Executives (AEs). As we’ll discuss, this SDR-AE paradigm is nearly ubiquitous, but brings with it several serious shortcomings that are rarely discussed. These shortcomings can often increase overall costs of customer acquisition and put key deals at risk, the very things it aims to mitigate.

Our guest today, Loren Padelford, is the Chief Sales Scientist at Shopify. In less than two years, he’s built Shopify Plus (of which he’s also the General Manager) into an 8-figure business, scaling its sales team from zero to 70+ heads. Loren has been a software sales leader for 10+ years, and prior to Shopify held roles with Skura, Active Risk Group and Dyadem. In our podcast today, he’ll share views on why many companies blindly adopt the Predictable Revenue-inspired strategy described above, and explain the alternative sales model that he’s used to great effect.

This podcast was one of the most insightful I’ve had the chance to host to date. Over the next five years, however, I think the framework Loren outlines will become increasingly prevalent as customers are desensitized to inside sales approaches that are over a decade old. I highly suggest every salesperson take a listen. Enjoy and happy holidays from team Bowery!

Dec 11, 2015

Growing a developer community is something that many SaaS founders think about in the new age of selling low priced software to line-of-business (LOB) employees at the Fortune 500 all the way down to the hacker in her garage building the next Twitter. There have been great successes already accessing and growing a developer community with companies such as Heroku, Wordpress, Twilio, and Shopify now being household names in this ecosystem. One of the earliest and most noticeable companies to grow this trend was MongoDB. In this week's podcast, we bring on our friend Meghan Gill to discuss exactly how to think about growing a developer community. Meghan is well known in the circles that care the most about building developer communities and was employee #8 and the first non-technical marketing hire at the company. She's spent 6+ years perfecting the art of creating a developer community and now runs an organization that includes MongoDB User Groups, MongoDB conferences, social media, online engagement and education, email marketing, and more. We started the discussion talking about the foundation that any founder needs to put in place before they even think about embarking on growing a developer community. Most folks wing this and just start selling to get some traction without understanding how they are going to grow their community. Meghan gives us the toolkit and playbook for how to correctly think about this. From there, we dive into the first steps and what can be an effective and low cost way of creating an initial developer community. We then dive into actually growing a developer community and touch on some of the specific areas like events, user groups, and marketing efforts that tend to work or not work. Meghan and I close the discussion with some thoughts on what she's learned throughout her lengthy time at MongoDB and how to set yourself up

Oct 9, 2015

Kevin Chiu from Greenhouse Software joined us on the podcast this week to discuss "Outbound Sales Methods and Tools." Kevin currently leads the outbound sales team at Greenhouse consisting over 20 sales development representatives to generate pipeline for the account executive team. He's one to know about outbound sales methods and tools and we spoke a ton about products and services that Kevin sees as working in the market today. We start the discussion on the specific outbound methodologies that companies can use to actually go after customers. Kevin talks a bunch about what worked and what did not work for Greenhouse and how their prospecting methods have changed as the company has grown. We then move on to an informed discussion around the tools and sales stack that Kevin has seen deployed in the market by a number of different companies. He gives some key points to think about when you are a young company and deciding on their first pieces of IT. In particular Kevin remains a big fan of LinkedIn Sales Navigator, SalesLoft (a former podcast guest!), and Outreach to power the Greenhouse core sales stack and we discuss each in detail. We mix in a bunch of interesting discussion questions around outbound sales methods and tools such as when to buy lead lists, when to hire revenue generation consulting groups, what an appropriate SDR weekly cadence should be, when to get rid of software that isn't working for you, and the best resources to inform your thinking on outbound sales methods and tools. Kevin brings up some really interesting points about Salesforce administrators and a core concept at Greenhouse called "Always Be Prospecting."

Sep 25, 2015

Zack Rosen joined us on to the podcast this week to discuss "Building Successful Partner Programs." Zach is one to know about the topic having run a Drupal agency for 6 years before founding Pantheon. Pantheon today is one of the largest web development platforms for open-source Drupal and WordPress based websites with over 100,000 sites under management serving billions of page-views per month.

Having come from an agency background, Zack focused early efforts on shaping the success of their partner network and partner program. The Pantheon Partner Program today powers more than half of new revenue of the business and remains a very large concern for Zack and his executive team. Building successful partner programs is something that we have discussed a bit on our podcast but never with this level of detail.

Aug 28, 2015

Jon Ferrara from Nimble, joined us in the Bowery Capital studio this week to discuss “using social selling to drive revenue”. Jon defines social selling as utilizing all social channels to engage the community around the business. The current problem is that sales are becoming more and more driven by social communities and most founders don’t have an efficient way of managing/connecting via social channels. Only a small fraction of the businesses are practicing correct social selling methods. Most companies are focused solely on talking about themselves; by doing this, they fail to create a strong community brand and miss out on opportunities to establish themselves as a strong thought leader. This podcast discusses methods to efficiently build your startup’s identity on social media, how to engage communities by providing inspirational content, what tools to use to best engage your audience, and how to turn social engagements into long-time relationships/referrals to drive revenue.

Aug 28, 2015

Taylor Gould, the VP of Marketing at BetterCloud, joined us in the studio this week to discuss his strategies for optimizing email response rates in another episode of the Bowery Capital Startup Sales Podcast. BetterCloud is a provider of insights, management, and security for cloud office platforms including Google Apps and Office 365. Based in New York, the Company serves over 30MM users across over 50 organizations, and with ~$50MM in venture financing behind it, is on a growth tear. No doubt, Taylor's work to align BetterCloud's marketing and sales efforts has been a critical part of that success. So we're excited to have Taylor join us on the podcast to discuss how he, by putting a few critical tactics to work, has managed to increase his email response rates by more than 400%.

Jul 17, 2015

Overcoming SMB inertia is a major problem for many folks that listen to the Bowery Capital Startup Sales Podcast. While a new generation of IT buyer is emerging in several categories like restaurants, health & wellness facilities, and other brick-and-mortar locations it still is extremely difficult to get a small business to change their mindset and shift off of existing IT tools or buy something new. This week, we had Kevin Petry fromBookeron to discuss the problem of "Overcoming SMB Inertia." We've covered the SMB category before focused generally on thehigh-velocitynature of the sale but never discussed overcoming SMB inertia. Of all the experts we could have had on the show to discuss overcoming SMB inertia Kevin knows this problem first hand from a 30+ year career selling into small businesses. Before joining Booker, Kevin held sales leadership roles at FrontFlip, Groupon, Rubicon Interactive, and Entertainment Publications. He is an industry expert in SMB customer acquisition and retention having been involved in organizations that have acquired over a combined one million SMBs. We started the discussion on some of the specific high level thoughts around the mindset of a small business and what overcoming SMB inertia actually means. Then we dive in to the 4 key reasons that these SMBs tend to say no and Kevin responds with specific tactical lessons that he has learned throughout his career. We cover each of the 4 in the same manner and for anyone selling into the small business category Kevin gives the listener a fair amount of ways to overcome the specific challenges around each of these. We close with a high level of what to do if none of your strategies are working and also touch on knowing when to kill a deal versus keeping the conversation going. Give a listen below and we hope you enjoy another edition of the Startup Sales Podcast!

Jul 2, 2015

Bob Lempke from Chartio joined us in the Bowery Capital studio this week to discuss "Using SaaS Discounts To Drive Sales." Every founder or startup salesperson in software has faced it at some point: the need to give a little on pricing to win a deal. Discounts have become such a fundamental concept in SaaS sales that some founders advocate a built-in buffer to account for inevitable wiggle room on price point. That said, while SaaS discounts can help you win deals (or retain / upsell them) in the moment, the practice can also be a slippery slope. Too much rate pliancy can not only hurt your P&L, but also cause obstacles in the long run by devaluing your product in the market or providing a crutch for otherwise ineffective salespeople. In our session today, Bob and I will discuss how sales leaders should always consider SaaS discounting a weapon in their arsenal, but use it only for the right reasons (and nearly always as a quid pro quo).

Jun 26, 2015

Laura Menicucci from Cloudera joined us this week on the podcast to chat specifically about hiring effective sales engineers. We've talked a bit before aboutsales hiringin general but never specifically about the sales engineer role and hiring effective sales engineers. Laura brings a wealth of knowledge and experience to the discussion around hiring effective sales engineers having formerly built out the worldwide sales engineering organization at ArcSight and Rapt before joining Cloudera as their first VP of Sales Engineering. She's made that critical first sales engineer hire, built a team of 100+ sales engineers on several occasions, and has seen the ins and outs of hiring effective sales engineers from all angles. We start the discussion on when to consider the sales engineer hiring question. Specifically there are a number of key items to think about and things to avoid when thinking about hiring that first sales engineer. In addition we talk about the profile of the company needed to ponder this question. We then move on to actually embarking on the hire and exactly how as a young SaaS founder you should be outbound trying to find this person. We walk through the ideal profile of the sales engineer and then move on to closing that person and how to effectively put forth the correct compensation package. Beyond this we walk through how to specifically incentivize sales engineers and what metrics you should put in place from day one. We close with a walk through of how to grow the organization from one to many and Laura gives some tips and tricks from her experiences over the years. All in it was a great topic on hiring effective sales engineers that we hope the listeners enjoy.

Jun 19, 2015

Tien Tzuo ofZuorajoined us on to our podcast this week to discuss "The Three Rooms Concept." Tien has been a good friend of Bowery Capital for some time and introduced this topic to us at our 2013 CMO Summit. He is one of the best SaaS marketers in the business having served as Salesforce's first CMO and CSO before founding Zuora in 2007. Today the business is a growing powerhouse in thesubscription experiencespace with over 400 employees, 1000 customers, and $200MM+ in VC funding. Most SaaS founders think long and hard about what their website is going to look like from the outset of the company's life. But before diving in and then testing and iterating like crazy how do you know what to do? Tien's Three Rooms concept really gives a great starting point for any emerging SaaS founder.

Jun 12, 2015

Ryan Denehy from Groupon joined us in the studio this week to discuss strategies around "Perfecting Your Sales Script." A company's sales pitch is going to evolve as its product and company grows, but it is one of the first things you should put in place before you start to scale your sales team. Without a defined sales pitch it will be incredibly hard to debug where your losing opportunities or coach underperforming members of your sales team.In our podcast this week, we get into the weeds on how to take your initial pitch and turn it into a defined sales script. If you think you have a script but you don't have it written down anywhere then nows the time to put the pen to paper. Perfecting the pitch is a science and each word should be carefully selected for maximum effect.Ryan, currently at Groupon, perfected the art of the sales script while founding Swarm Mobile, a retail analytics startup that helps small businesses better understand their customers and their actions. He's refined his approach while working on operations and strategy at Groupon. If you're an early sales hire figuring out the most effective way to sell your product, this podcast is for you. Give it a listen below.

Jun 5, 2015

Daniel Barber from ToutApp joined us in the studio this week to discuss strategies around "Finding Your Ideal Customer Profile." An Ideal Customer Profile (ICP), on a high level, is the set of attributes that defines those prospects that your business or product line sells into most effectively. Without it, your lead generation and qualification efforts are flying blind. It's a fairly straightforward concept, and if you're a salesperson or founder you likely think about your ICP or some form of it every day.

May 29, 2015

Emmanuelle Skala from Influitive joined us in the Bowery Capital studio this week to walk us through her take on the "First Steps To Sales Ops Success" that every early-stage founder should know. Especially for SaaS companies with a driven-driven sales model, Sales Ops has become a discipline in its own right. We're all familiar with traditional SaaS metrics like MRR, churn, CLTV, etc. But for the most part, these are lagging indicators. While important, they don't provide the sort of foresight that modern Sales Ops leaders need in order to optimize sales performance 6 months or more in advance. In our podcast today, we'll not only cover the basics, but dive into other types of metrics that can be the difference between a missed and blowout quarter. In particular, we tackle 3 new categories of Sales Ops benchmarks: sales capacity, funnel metrics and pipeline metrics.

May 22, 2015

Sean Kester from SalesLoft joined us in the Bowery Capital studio this week to walk us through his strategy for “Aligning Sales Teams Through SLAs.” The modern startup sales team includes a variety of roles, each of which has a different but critical part to play in the sales process. And this doesn’t just include core members of the sales team like Account Executives and SDRs. It’s also critical that Marketing and even Customer Success are aligned with sales and understand their responsibilities. Without extremely clear delineation of exactly who owned which parts of the process when, a sales team can become confused, lose deals from a pure lack of communication, and in the worst of cases, turn into a blame-game where different roles become adversarial. The failure to align sales and supporting teams with a clear process, left long enough, can destroy a startup’s culture. This is where the Service-Level Agreement (SLA) can work wonders. Though it doesn’t have to be long or even over-complicated, a well-structured SLA is a core document that makes clear exactly who owns what in a process. A good SLA determines how a team works together and, as we talk about in today’s podcast, can ensure a healthy and collaborative startup sales culture.

May 15, 2015

Stu Wall from Signpost joined us in the studio this week to chat about the topic of "Sales Floor Incentives" and how to keep your sales team motivated. Check out the stream above or better yet head on over toiTunesand make sure yousubscribeto the podcast to get all our new content each week. If you have the luxury of building a 100 person sales team then you're going to have to spend a decent amount of time thinking about how to keep your sales team excited, motivated, and crushing sales. Most sales teams use competitions to keep things interesting but there are a number of other considerations you should make when figuring out how to pump up your team. Keeping your team motivated isn't easy, and Stu came on to really dig in and share his secrets for incentivizing sales teams. Stu founded Signpost over 5 years ago and along with being CEO he was the first sales person and sales manager and now has over 100 sales people across 3 cities in the US. I personally love this topic because I'm a competitor myself and I get asked by our portfolio all the time about the best ways to keep their sales team performing at the highest level. If you find yourself thinking about how to keep your sales team energized throughout the entire month then this podcast is for you. Give a listen now and check out some of our other podcasts below!

May 8, 2015

Zack Kass from Mixpanel joined us in the studio this week to chat about the topic of “Beating Legacy Incumbents” and how to build yourself up to sell into large enterprises. Check out the stream above or better yet head on over toiTunesand make sure yousubscribeto the podcast to get all our new content each week. It is no surprise that there is a war going on out there between old school software vendors and the new breed of SaaS startups. It is only a matter of time before you gowhale hunting. But how do you look bigger than you really are in the early days? Beating legacy incumbents is no easy game, and Zack came on to really dig in to how to package an enterprise solution before your business offers true enterprise features or services. Zack has a wealth of experience on the topic of beating legacy incumbents from CrowdFlower (BPO incumbents) to Shyp (Logistics incumbents) and now Mixpanel (Analytics incumbents). Beating legacy incumbents is his game and he weaves a great narrative in the podcast focused around how to really win in the market against big competitors. We personally love this topic as it comes up a ton with our own portfolio companies and it also was one of the most requested topics this past week from friends who are starting to sell into the F500. If you find yourself thinking about questions like “how do I close my first big deal” or “how do I beatOracleor IBM” or “when can we start selling into the F500” then this podcast is for you. Give a listen now and check out some of our other podcasts below!

May 1, 2015

Alex Hesterberg from Pure Storage joined us back in the studio this week to chat about "Prepping Your Customer Renewal Strategy" and how your SaaS business should think about getting ready for renewals. Alex has a wealth of knowledge on the topic starting first at CSC and Symantec where he was actually on the line handling accounts and dealing with up-selling existing customers. He then moved on to Riverbed where he took on a leadership role managing and building out the professional service and customer success organizations and from there went to Sailthru to manage client services. He's now at Pure Storage as the VP of Worldwide Field Operations focused on ensuring client success through his professional service team. Pure Storage has a great customer renewal strategy and Alex and the VP of Customer Success spend a fair amount of time strategizing to win repeat business. This topic of customer renewal strategy comes up a ton with our own portfolio founders as well as the broader SaaS community and so we thought we would bring Alex on to discuss. We've coveredcustomer successbroadly speaking but in this podcast dive into more specific topics around a customer renewal strategy like the monetary approach and calculations to renewals and upsells, the tradeoff of asking for the same size contract versus for more money, how to create a playbook and framework for your customer renewal strategy, the specific KPIs that matter most to get a renewal, and finally when to say no and potentially churn an account on purpose. Alex was a great guest and any SaaS founder should value his advice. Give a listen below and we hope you enjoy!

Apr 24, 2015

Oliver "OJ" Jay joined us in the studio this week to chat about the difficult topic of selling SaaS overseas. We've talked a bit here about selling SaaS not from HQ in ourCrittercismpodcast but never touched on selling SaaS overseas. As a result we thought it would be great to bring OJ on to chat about the topic! OJ started atDropbox3 years ago first to build out the SMBhigh velocity saleseffort before leading the charge on setting up much of the international sales efforts for the company. He now runs the APAC and LATAM sales efforts and has been through his fair share of ups and downs as it relates to selling SaaS overseas. Many founders think about selling SaaS overseas as they grow and usually start with a European expansion. OJ came onto the podcast to weave a narrative around first building out the framework for launching any international region, second starting small and growing in a specific region, and third figuring out how to "rinse and repeat" using that example to launch into other regions. We had a number of listeners contribute questions to this podcast and got some great ones into the mix. Things like when it is appropriate to launch an international sales effort and what to base that on, who to send overseas, who not to send overseas, and who to hire overseas, how to think about executive buy in versus going at it with a small team and not telling the broader company before you have success points, and finally how to report back and ensure success selling SaaS overseas all were topics that came up. OJ also gives the listeners a bit of a scorecard and thought process around how to manage through the cultural differences and specific local customs. All in, the podcast was a great playbook for any SaaS founder that starts to get some overseas business and begins to think about selling SaaS overseas in a more repeatable and structured manner. Give a listen below and we hope you enjoy it!

Apr 4, 2015

Joe CaprioofInsightSquaredjoined us in the studio this week to record another episode of theBowery Capital Startup Sales Podcast: “Must-Have CRM Fields For Data-Driven Sales Teams.” There are certain data points every sales team knows to track from day one, whether you useSalesforce,Zoho,Sugar,Insightlyor even if youdon’t have a CRM yet: accounts, deal sizes, owner, etc. But there are a range of other less well-known data points that data-driven sales teams have found to be useful in optimizing their sales funnels. Whether your goal is measuring the quality of your leads on likelihood to convert, understanding what your ideal customer profile looks like, or streamlining your inside sales outreach process, it’s important to track the right data early on; you can’t fix something properly if you don’t know why it’s broken.In our podcast today, Joe walks us through the top 6 CRM fields that he feels have really allowed his org to streamline its sales funnel, highlighting a few that are less commonplace.

Mar 27, 2015

Jake Dunlap, Founder and CEO of Skaled (formerly Chartbeat & Glassdoor), joined me in the studio for this weeks Bowery Capital Startup Sales Podcast! This week we discuss what could be considered the most fundamental skill of a quality enterprise sales person, finding the right person to speak to and actually getting that person on the phone. Jake is an expert in the cold-call/email and has worked with dozens of enterprise startups helping them hone their prospecting into a replicable sales process. We talk about keywords to look for that one can use to determine if someone is more or less reluctant to adopting new technology as well what you can learn from taking a step back and looking at the structure of the entire team. Once you've located the right person within an organization it's critical to be able to get them on the phone and we discuss a bunch of useful tips and tricks to create interest from your target. How do you get an executive's assistant to work for you and what you should do if you can't. If you and your team are selling into the C-level at large enterprises then this is a must listen. Give it a listen below and let us know what you think on iTunes.

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