How to be a customer-centric company and stay on the long journey3 min read
The SaaS Revolution Show is a weekly podcast that brings insights and tactics from leading SaaS entrepreneurs and operators across the world. Hosted by Alex Theuma, the show is brought to you by SaaStock. You can subscribe on iTunes, Stitcher, Overcast.
Few people grow up deciding sales will be their career. Matthew Bellows, CEO of Yesware, is no exception. The latest guest on the Saas Revolution Show, he is something of an accidental salesman. It never was the plan, but as soon as Matthew began working, he figured that was where he could be of best use to a business.
Through the years he got into more managerial roles and eventually became a VP of Sales. After a few years on the job, however, he got fired from it. It was the last straw. For years he had experienced challenges doing his job. It was time he addressed them. Nothing had felt as painful as presenting the quarterly forecast to the board. It had been impossible to gather all the information from the reps to have any certainty in his numbers.
Software could help, Matthew was convinced. In 2011 Yesware was born.
Initially, it started as a freemium tool helping out sales people and for the first year had almost solely product-led growth. It then transformed into a tool that enabled VPs to tap into the workflows of reps to get a better sense for forecasting. For that, the sales team behind Yesware needed to increase. Matthew found himself in a tough situation of aiding that growth, all the while still acting as the company’s CEO, a predicament New York Times article.which became the topic of
Challenges and predicaments such as that have been a constant in Matthew’s and Yesware’s journey. He has never shied away from them, and on the contrary, believes it’s the main thing he gets paid for. Through confronting and figuring them out full on, he has managed to acquire over 60,000 paying customers, has banked $35 million in funding and Yesware currently sees $20 million in ARR.
In this candid interview, Matthew shares many valuable insights. From why appearance to employees is a CEO’s most important role, which requires personal care such as one-hour meditation every day in Matthew’s case, to much more specific topics such as:
- Why Yesware killed freemium and what was the impact on customers
- What are the go-to-market strategies that work for them now
- Why companies should look for internal rather than external metrics for word of mouth
- Why there never is an endpoint to the SaaS journey and what to do about it as a CEO
- Why no one really knows what they are doing and that’s okay.
If you like the show, please drop us a review on iTunes or wherever you get your podcast,
We are bringing SaaStock on Tour. First up is London on March 21st. Spend the day in the company of 300 SaaS founders, their executive teams and local VCs and see Des Traynor Co-founder and CSO of Intercom, Ryan Singer, Head of Strategy at Basecamp, Peter Holten Mulhmann CEO of Trustpilot, Philippe Botteri Partner at Accel and Laurence Bret Stern, CRO at Pipedrive to name a few.
Sign up to our newsletter
LATEST | POSTS
What SaaS investors want: Welcome to Investock 2.0
From its inception, SaaStock has always been a gathering that welcomes and serves all. We have always put equal effort in making sure founders, executives and investors alike get the most value. A healthy and strong SaaS ecosystem can only exist and thrive if all of its key stakeholders have access to what they need…
How to organise your company for effectiveness and productivity
On this week’s episode of the SaaS Revolution Show, we talk with Natalie Nagele, Co-founder and CEO of Wildbit about how she and her co-founder and husband, Chris Nagele have run the company for the past nearly 19 years and have created both an effective and calm environment. During those 19 years, Natalie and Chris…
20 Pioneering Partners To Check Out Ahead Of SaaStock19
When building out the program for SaaStock19, our annual flagship event, we’re looking to deliver a series of firsts: brand new ideas, big announcements, different ways of working, fresh investment prospects and of course, high-quality contacts. With that in mind, it’s always fantastic to have new partners signing up to join us for the very…