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Building a Sales Development (SDR) Function

By Chris Flores

Chris Flores was head of sales development at Namely as the company grew from 4 to 600 employees and $0 to $65M in ARR. In this guide, he describes best practices for designing the SDR role, establishing processes, and building a team.

Hiring CSMs

Customer Success Managers are a proactive link between a company and its customers, a key component of any churn prevention strategy.
Customer Onboarding

For many companies, churn is highest early in the customer lifecycle. Design onboarding to ensure that customers see value fast.
Ideal Customer Profile

The seed of churn could start before you even make the sale. An ICP allows you to identify and prioritize your best-fit prospects.

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Areas of Expertise

Sales

Building and enabling efficient sales teams, from high-velocity to enterprise

Marketing

Defining the right market, positioning the product for target segments, and generating demand

Data & Ops

Fueling good business decisions with good data through analytics and revenue operations

Customer Success

Driving net revenue retention through onboarding, churn prevention, and upselling

Monetization

Optimizing value per customer through pricing, packaging, and payment facilitation

Partnerships

Establishing a central position in market networks with channel and integration partnerships

Featured Guides

Building a Developer Relations Function

By Mary Thengvall

Mary Thengvall leads developer relations at Camunda, and has long been a thought leader in the space, authoring the book, “The Business Value of Developer Relations” and publishing DevRel Weekly. In this guide, she describes what DevRel is, and how to stand up a function to drive developer awareness, enablement, and engagement.

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Designing a Sales Org for a Technical Product

By Navid Zolfaghari

Navid Zolflaghari is the VP of Sales at Branch, and has previously been a sales leader for technical products at Boomerang Commerce and Google. In this guide, he lays out how to hire, train, and resource a sales team that needs a deep understanding of a complex product..

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