Intercom, Inc.

NOVEMBER 20, 2018

In the early stages of most SaaS startups’ lives, the CEO or founder often acts as the initial head of sales. Despite that value, however, there’s a drawback – a lack of formal sales training and sales process can seriously undermine those initial efforts. It’s okay if you are ‘terrible’ at it.

Feedback Software 178

Feedback Software Research Software Startups Product Research 178

Intercom, Inc.

APRIL 4, 2019

They relied on a great product, with a passionate userbase that helped kickstart an organic growth engine which sold the product for them. But even for companies with this early viral growth, there comes a point in time when this organic growth needs to be supplemented with formal sales. Yes, Slack started off with no sales team.

Weak Development Team 162

Weak Development Team Outbound User Testing Research Software 162

Intercom, Inc.

JANUARY 16, 2019

If you want to build a revenue engine that will fuel long-term growth, you need to build and scale your sales org with intention. question becomes even more pressing given the trend toward “bottom-up” product adoption – i.e., offering a given product for free or without a formal top-down sales motion, as is common with SaaS.

Weak Development Team 156

Weak Development Team Data Visualization Strategy User Testing 156

The Product Coalition

FEBRUARY 26, 2022

The engineers and designers understanding of the customer and problem space is paramount and if you aren’t regularly talking to those customers, what do you think happens to the probability of you making a mistake? This is especially true in enterprise software and it’s this idea that talking with sales teams is broadly fruitful.

User Testing 171

User Testing Weak Development Team Customer Experience Customer Feedback 171

Intercom, Inc.

JULY 5, 2018

Doug: Here’s a little background on Emergence: we are hyper-focused on B2B enterprise SAAS companies. I continue to do what I love doing, which is helping startups figure out how to build and grow. Coining sales productivity. I went to Salesforce after that, and that’s where we coined the term “sales productivity.”

Technical Review 171

Technical Review Development Team Review Customer Experience User Testing 171

Intercom, Inc.

JULY 5, 2018

Doug: Here’s a little background on Emergence: We are hyper focused on B2B enterprise SAAS companies. I continue to do what I love doing, which is helping startups figure out how to build and grow. Coining sales productivity. I went to Salesforce after that, and that’s where we coined the term “sales productivity.”

Technical Review 163

Technical Review Development Team Review Customer Experience User Testing 163