B2B growth expertise for
Access written how-to guides and 1:1 advisory calls
Schedule calls with relevant advisors
Read best-practice guides and set up calls with the experts who wrote them
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.
Customer Success Managers are a proactive link between a company and its customers, a key component of any churn prevention strategy.
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.
Find guides by growth objective
Identify tactics to drive lead volume, decrease CAC, improve retention, increase average customer value, and more.
Areas of Expertise
Building and enabling efficient sales teams, from high-velocity to enterprise
Defining the right market, positioning the product for target segments, and generating demand
Fueling good business decisions with good data through analytics and revenue operations
Driving net revenue retention through onboarding, churn prevention, and upselling
Optimizing value per customer through pricing, packaging, and payment facilitation
Establishing a central position in market networks with channel and integration partnerships
Building a Sales Ops Function
Sean Lane has led revenue operations at Drift and Upserve, and hosts Drift’s Operations Podcast. In his guide, he explains the different roles sales ops plays from planning and measuring to tech tool management, and how to build both the org and processes that make up the function.
Planning a SaaS Partnership Strategy
Sunir Shah is the founder of AppBind, a tool for resellers to manage SaaS subscriptions. He runs the Cloud Software Association, a SaaS partnership industry network, and previously led partnerships at FreshBooks. In his guide, he lays out how SaaS companies should think about integration, reseller, and marketplace partnership strategy.
Building a Developer Relation Function
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 her guide, she describes what DevRel is, and how to stand up a function to drive developer awareness, enablement, and engagement.
Experts from Top SaaS Companies
Want access to the library of B2B growth guides?
Sign up for our newsletter