Author Archives: Jason Lemkin

Screen Shot 2013-09-08 at 7.15.00 PM

Money, Bonuses, “Customers That Waste My Time”, and Greed: You Get What You Pay For

There was one thing prospective sales reps would say in an interview that always chilled my spine.  It would especially come from sales reps from larger companies in high-velocity in-bound environment (e.g., WebEx-type environments).  They’d say this:  “Those type of

Screen Shot 2013-09-08 at 7.15.00 PM

Money, Bonuses, “Customers That Waste My Time”, and Greed: You Get What You Pay For

There was one thing prospective sales reps would say in an interview that always chilled my spine.  It would especially come from sales reps from larger companies in high-velocity in-bound environment (e.g., WebEx-type environments).  They’d say this:  “Those type of

Screen Shot 2014-09-04 at 1.03.06 PM

What the Second Time SaaS CEOs are All Doing

We’re in the third generation of SaaS companies by my reckoning. The first generation was Salesforce, Netsuite, Webex, morphed-into-SaaS companies like Concur, etc.  The next generation came of age and often leveraged Salesforce or other web platforms or paradigms to

Screen Shot 2014-09-04 at 1.03.06 PM

What the Second Time SaaS CEOs are All Doing

We’re in the third generation of SaaS companies by my reckoning. The first generation was Salesforce, Netsuite, Webex, morphed-into-SaaS companies like Concur, etc.  The next generation came of age and often leveraged Salesforce or other web platforms or paradigms to

Screen Shot 2014-08-18 at 10.37.01 AM

How to Hire A Great VP Sales: The Full Video (and Transcript)

Recently in New York I was invited to give the keynote at the New York Enterprise Tech Meet-Up (thank you to John Lehr and Work-Bench for setting this up).  It turned out to be a great event, with the maximum

Screen Shot 2014-08-18 at 10.37.01 AM

How to Hire A Great VP Sales: The Full Video (and Transcript)

Recently in New York I was invited to give the keynote at the New York Enterprise Tech Meet-Up (thank you to John Lehr and Work-Bench for setting this up).  It turned out to be a great event, with the maximum

Screen Shot 2014-08-13 at 2.21.23 PM

A Discussion with Jon Bischke of Entelo: On Successfully Switching from B2C to B2B (SaaS)

One outstanding SaaS entrepreneur I’ve enjoyed getting to know is Jon Bischke, CEO of Entelo.  Entelo is a sophisticated solution that leverages social and other networks to help you recruit great candidates to your company (e.g., going beyond LinkedIn). Entelo

Screen Shot 2014-08-13 at 2.21.23 PM

A Discussion with Jon Bischke of Entelo: On Successfully Switching from B2C to B2B (SaaS)

One outstanding SaaS entrepreneur I’ve enjoyed getting to know is Jon Bischke, CEO of Entelo.  Entelo is a sophisticated solution that leverages social and other networks to help you recruit great candidates to your company (e.g., going beyond LinkedIn). Entelo

Screen Shot 2014-08-11 at 1.10.43 PM

You Can’t Hire a VP That You Don’t Love

Recently, a good friend of mine running a Hot SaaS Start-up asked me if he should hire a particular VP of Product candidate I knew well.  The team he’d be managing was a big thumbs up on him.  The board was in

Screen Shot 2014-08-11 at 1.10.43 PM

You Can’t Hire a VP That You Don’t Love

Recently, a good friend of mine running a Hot SaaS Start-up asked me if he should hire a particular VP of Product candidate I knew well.  The team he’d be managing was a big thumbs up on him.  The board was in

Screen Shot 2014-08-04 at 11.17.21 AM

Building the Enterprise SaaS Startup: An Interview with #BoxWorks Speaker Jason Lemkin

Box did a nice SaaStr interview the other day ahead of BoxWorks, their big annual user conference September 2-4.  It hits on a lot of the key themes we’ve worked on together here. It’s definitely worth attending BoxWorks if you

Screen Shot 2014-08-04 at 11.17.21 AM

Building the Enterprise SaaS Startup: An Interview with #BoxWorks Speaker Jason Lemkin

Box did a nice SaaStr interview the other day ahead of BoxWorks, their big annual user conference September 2-4.  It hits on a lot of the key themes we’ve worked on together here. It’s definitely worth attending BoxWorks if you

Screen Shot 2014-07-21 at 2.14.14 PM

At About $2m in ARR, Every Great Hire Will Be Accretive.

Recently, I was talking to the CEO of a pretty successful SaaS company doing ~$3m in ARR, growing nicely, in a good space.  Doing just fine. And he was proud he’d just hired a VP of Sales at a below-market

Screen Shot 2014-07-21 at 2.14.14 PM

At About $2m in ARR, Every Great Hire Will Be Accretive.

Recently, I was talking to the CEO of a pretty successful SaaS company doing ~$3m in ARR, growing nicely, in a good space.  Doing just fine. And he was proud he’d just hired a VP of Sales at a below-market