"Morphing into a Rocketship: Learning to Love Sales" at SaaStr Annual 2016

•

4 j'aime•3,262 vues

CEO Fred Stevens-Smith and VP Sales Farlan Dowell join Mallun Yen to share Rainforest QA's journey from inception to selling into the enterprise at SaaStr Annual 2016 held in San Francisco Feb 9-11th. www.saastrannual.com

Business

WHAT IS RAINFOREST?
•On demand QA
•Today: speed up QA process  
and reduce cost
•Tomorrow: replace QA team
•YC, Jason, Rincon, A16Z…  
and others
rainforest

UP MARKET:  
Procore, Lutron, Intuit
ACV ~40k
Price
Increase
Hired 2x CSM
Hired First Sales Exec
Price
IncreaseFred hunkers down on CSM = upgrade :)
Price
Increase
40
outbound
SQLs
$250,000
Deal !!!
30 outbound
SQLs
Sales Ops +  
Recruiting
#1 Sales Exec
from previous
company  
closes 100k+Hired  
2x SDR
No Free Trials
+ Roadmap to
Success
HOW WE DID IT
rainforest

FARLAN
•5 startups
•6 years of Product,  
6 years of SaaS sales
•From IC to VP
•Previously VP Sales  
at Kontagent
rainforest

Recommandé

"Running the Box Playbook: Even Better The Second Time" at SaaStr Annual 2016saastr

Ejercitación febrero s4 term 1Maria Aragone

Paper 2dmiyuranga

Ejercitación febrero s3 term 1Maria Aragone

Business s3 esquema de contenidos nodales - dic 2015Maria Aragone

Ejercitación febrero s4 term 3Maria Aragone

Business s4 esquema de contenidos nodales - dic 2015Maria Aragone

Business Intelligence for Consumer Goods CompaniesCognizant

Recommandé

"Running the Box Playbook: Even Better The Second Time" at SaaStr Annual 2016saastr

Ejercitación febrero s4 term 1Maria Aragone

Paper 2dmiyuranga

Ejercitación febrero s3 term 1Maria Aragone

Business s3 esquema de contenidos nodales - dic 2015Maria Aragone

Ejercitación febrero s4 term 3Maria Aragone

Business s4 esquema de contenidos nodales - dic 2015Maria Aragone

Business Intelligence for Consumer Goods CompaniesCognizant

Everypost infographicsEverypost

Business s3 plan de trabajo - feb 2016Maria Aragone

Business s4 plan de trabajo - feb 2016Maria Aragone

Apostila ingles ens medio 000resolvidos

Growth by business model innovation, a lecture at Leuphana UniversityPatrick Stähler

Gs company presentation 4 q16 6 2 17gruposupervielle2016ir

Deloitte Football Money League - Planet FootballDeloitte UK

How To Make That One Thing Go ViralUpworthy

Dreamforce 2016 Investor DaySalesforce Investor Relations

Startup-sijoitukset Suomessa 2016FiBAN

What to Upload to SlideShareSlideShare

SaaStr Workshop Wednesday w/ Lucas Price, Yardsticksaastr

SaaStr Workshop Wednesday w: Jason Lemkin, SaaStrsaastr

SaaStr Workshop Wednesday w/ Kyle Norton, Owner.comsaastr

SaaStr Workshop Wednesdays: Top 5 Lessons Learned from Databricks' Journey fr...saastr

SaaStr Workshop Wednesdays: What I Learned Selling My Company: Insights into ...saastr

SaaStr Workshop Wednesdays: From Operator to Founder: What I’m Learning as a ...saastr

SaaStr Workshop Wednesdays - 10 Things Founders Should Know About Getting Acq...saastr

SaaStr Workshop Wednesdays: Pricing and Packaging for AI Products with Unusua...saastr

SaaStr Workshop Wednesdays - From the Other Side: Advice from a Founder-Turne...saastr

SaaStr Workshop Wednesdays: Territory Assignment Innovation: High-Velocity Te...saastr

SaaStr Workshop Wednesdays: How to Build Out an SDR Functionsaastr

Contenu connexe

En vedette

Everypost infographicsEverypost

Business s3 plan de trabajo - feb 2016Maria Aragone

Business s4 plan de trabajo - feb 2016Maria Aragone

Apostila ingles ens medio 000resolvidos

Growth by business model innovation, a lecture at Leuphana UniversityPatrick Stähler

Gs company presentation 4 q16 6 2 17gruposupervielle2016ir

Deloitte Football Money League - Planet FootballDeloitte UK

How To Make That One Thing Go ViralUpworthy

Dreamforce 2016 Investor DaySalesforce Investor Relations

Startup-sijoitukset Suomessa 2016FiBAN

What to Upload to SlideShareSlideShare

En vedette (11)

Everypost infographics

Business s3 plan de trabajo - feb 2016

Business s4 plan de trabajo - feb 2016

Apostila ingles ens medio 000

Growth by business model innovation, a lecture at Leuphana University

Gs company presentation 4 q16 6 2 17

Deloitte Football Money League - Planet Football

How To Make That One Thing Go Viral

Dreamforce 2016 Investor Day

Startup-sijoitukset Suomessa 2016

What to Upload to SlideShare

Plus de saastr