SaaStr 2016 Panel Summaries: Scaling, Selling and More from #SaaStrAnnual

Posted in: sales, saastr, account-based marketing, Sales Operations, marketing, Industry News, saastr 2016, saastr annual

DataFox is offering completely free full summaries of every SaaStr Annual 2016 panel - within a day of the talks. Read on for expert advice on scaling a startup, growing a top-tier sales organization, maintaining company culture and more.


Tuesday, February 9th, 2016

Strategy Stage: Down at The Pub

How have we done? Where are we going? Why are we here? - Jason Lemkin, founder of SaaStr

Inside Story Behind a $5B IPO - Jay Simons, president of Atlassian

New Relic: Scaling Even Faster the Second Time - Lew Cirne, founder and CEO of New Relic

Hiring that Great (First) VP of Sales - Emmanuelle Skala, VP of Sales at Influitive; Sam Blond, SVP of sales at Zenefits; and Brandon Cassidy, VP of sales at TalkDesk, Echosign and LinkedIn

CXO Talk Live - Michael Krigsman, founder of CXOTalk, and Zach Nelson, CEO of NetSuite

Building a World-Class Sales Organization - Dave Berman, President at Zoom Video Communications; Bill Binch, SVP of Global SMB Sales at Marketo; Jason Green, General Partner at Emergence Capital; and Erica Ruliffson-Schultz, EVP of Global Sales at New Relic

Customer Success: Upsells, Cross-sells and Expansion - April Oman, Head Of Customer Success at Betterworks; David Obrand, COO at Radius Intelligence; Santi Subotovsky, General Partner at Emergence Capital; and Sarah Kokin Jacobsohn, Director Client Success Services at Cornerstone Ondemand

From Day 0 to IPO: What Went to Plan, What Most Certainly Didn't - Dharmesh Shah, founder and CTO at HubSpot

The Journey to a Unicorn - And How We're Doing It Even Better This Time - Scott Dorsey, managing partner at High Alpha, and Gordon Ritter, founder and general partner at Emergence Capital

Tactical Theater: It's All About Growth

Illusion and Reality in Product Market Fit - Hiten Shah, co-founder of Quick Sprout, and David Cancel, CEO of Drift

Building a Company Wide Growth Culture - Sean Ellis, founder and CEO of GrowthHackers

Top 10 Learnings Going to 10 Million - Leo Widrich, co-founder and COO of Buffer, and BJ Lackland, CEO of Lighter Capital

A Billion in Exits: 5 Things I'm Doing 5 Times Better This Time - Auren Hoffman, co-founder of Liveramp, and BJ Lackland, CEO of Lighter Capital

10 Things That Change When You Stop Bootstrapping - Kristen Koh Goldstein, Founder & CEO at Scalus, and Hardi Meybaum, general partner at Matrix Partners

Learnings Getting to 100,000 Paid Subscribers - Charley Moore, CEO of Rocket Lawyer, and Hardi Meybaum, general partner at Matrix Partners

20 to 200 Employees in 24 Months - Jessica Mah, Cofounder & CEO at Indinero; Ariel Poler, Angel Investor; and Hardi Meybaum, general partner at Matrix Partners

Wednesday, February 10th, 2016

Strategy Stage: Daisies and Unicorns

Bubble? What Bubble? How It's Different This Time. And How It Most Certainly Isn't - Jason Lemkin, Founder & Advisor at Saastr, and Mark Suster, Partner at Upfront Ventures

What's Happening in the Markets: The Real Data - Danielle Morrill, CEO of Mattermark

The Insider's Guide to Becoming a Pre-nicorn - Eoghan Mccabeco, Founder and CEO at Intercom; Ben Uretsky, Co-Founder and CEO at Digital Ocean; and Tiago Paivaco, Founder and CEO at Talkdesk

The Real Story Behind Mergers, Acquisitions and Corporate VC - John Somorjai, EVP at Salesforce Ventures

Big Arse Companies: Why They Buy from Startups - The Real Stories - Jonathan Lehr, Managing Director at Work-Bench; Tom Carroll, EVP at RR Donnelley; Joyce Shen, Director of Emerging Technology at Thomson Reuters; and Scarlett Sieber, SVP, Open Innovation at BBVA

Benchmarking Your Startup - Tomasz Tunguz, Partner at Redpoint Ventures, and Connie Loizos, Silicon Valley Editor at Techcrunch

Driving SaaS Success Using Key Metrics - David Skok, General Partner at Matrix Partners, and Alex Konrad, Staff Writer at Forbes

10 Laws of Building a Unicorn - Byron Deeter, Partner at Bessemer Venture Partners

Building a Killer Company in a Nonobvious Market - Andy Wilson, CEO at Logikculll Scot Chisholm, CEO and Cofounder at Classy; Daniel Chait, CEO at Greenhouse; and Aileen Lee, Founder & Managing Partner at Cowboy Ventures

Building - And Monetizing - A Partner Ecosystem - Neeracha Taychakhoonavudh, SVP Partner Programs at Salesforce; Narinder Singh, Cofounder at Appirio; April Underwood, VP of Product at Slack; and Ilya Fushman, GP at Index Ventures, Dropbox

Tactical Theater: Ask a VP of Sales

How to Really do Outbound Sales - John Barrows, Owner of JBarrows; Kathy Lord, VP Sales & Customer; Success at Intacct; and Kyle Porter, CEO at Salesloft

How to Specialize Your Sales Team So You Can Actually Scale - Bridget Gleason, VP of Corporate Sales at Sumo Logic; Don Otvo, Svp Inside Sales & Sales Operations at Datahug; and Aaron Ross, author and CRO at Predictable Revenue

Whale Hunting: Negotiating, Handling, and Closing - Shep Maher, SVP of Sales at Guidespark; Andrea Austin, VP of Enterprise Sales at Insideview; and Marc Jacob, SVP of Sales at Greenhouse Software

Building Sales Teams: How, When and Who - Mandy Cole, VP of Sales at Zenefits; Sam Jacobs, SVP of Sales & Marketing at Livestream; and Brendon Cassidy, VP Sales at Talkdesk, Echosign, and Linkedin

Managing and Scaling Globally (The Good, The Bad, and The Ugly) - Christoph Janz, Managing Partner at Point Nine Capital; Matt Price, SVP Global Marketing at Zendesk; Nicolas Dessaigne, Co-Founder & CEO at Algolia; and Louis Jonckheere, Co-Founder & Co-CEO at Showpad.

Thursday, February 11th, 2016

Strategy Stage: Zen Learnings

What Makes a Great SaaS CEO - Josh Stein, Partner at DFJ, and Jason Lemkin, Founder & Advisor at Saastr

Marketo: Winning, IPO'ing, and Going Upmarket - Phil Fernandez, Chairman & CEO at Marketo, and Jason Lemkin, Founder & Advisor at Saastr

Scaling from 30-1,500 in SaaS: Lessons From the Frontlines - Kirsten Helvey, COO at Cornerstone Ondemand, and Jason Lemkin, Founder & Advisor at Saastr

Running the Box Playbook: Even Better The Second Time - Anthony Kennada, VP of Marketing at Gainsight and Box; Menaka Shroff, head of marketing at Betterworks, Box and Yahoo!; and Aaron Levie, founder and CEO of Box

Building Amazing Teams - Keith Rabois, Investor at Khosla Ventures and formerly of Square at Paypal

How to Break Out and Really Scale - Dan Siroker‎, Cofounder & CEO at Optimizely and Ajay Agarwal, Managing Director at Bain Capital Ventures

The Second Five Years - Raj De Datta, CEO and cofounder of BloomReach; Josh McFarland, former CEO and founder of TellApart and now senior director of product at Twitter; and Sameer Dholakia CEO of SendGrid

PR Playbook: The Real Truth. How to Get It. What It Means - Ed Zitron, founder of EZ-PR; Erica Lee, CEO of Strategiclee; Sarah Frier, reporter at Bloomberg, Colleen Taylor, editorial director at Y Combinator, and Matt Weinberger, tech writer at Business Insider

Tactical Theater: It's All About Sales

Morphing into a Rocketship: Learning to Love Sales - Farlan Dowell, VP Sales at Rainforest QA; Fred Stevens-Smith, CEO at Rainforest QA; and Mallun Yen, Chief Business & Product Officer at RPX Corp

Targeting the Big Guys: Account Based Sales Development - Lars Nilsson, VP, Global Inside Sales at Cloudera, and Mallun Yen, Chief Business & Product Officer at RPX Corp

Building an Epic Brand - Jeff Yoshimura, VP Worldwide at Marketing Elastic, and Brendon Cassidy, VP Sales at Talkdesk, Echosign, Linkedin

How The Hell Do You Get More Leads? - Meagen Eisenberg, Chief Marketing Officer at MongoDB, and Brendon Cassidy, VP Sales at Talkdesk, Echosign, Linkedin

How to Really Sell into The Enterprise - Becky Brown, VP, Global Marketing & Communications at Intel; Lacey Bella, VP, Enterprise Sales at Adobe Digital Marketing; and Gadi Shamia, COO at Talkdesk

Sales & Customer Success: Where's The Line? - Dan Steinman, Chief Customer Officer at Gainsight, and Gadi Shamia, COO at Talkdesk

Customer Success: Don't Make These 5 Mistakes. I Did - Annie Tsai, Chief Customer Officer at DoubleDutch, and Gadi Shamia, COO at Talkdesk

Thanks to SaaStr for putting on an amazing conference! Learn more at the conference website or follow them on Twitter at @saastr.