LB Harvey, CRO at Front joins Alex Theuma on The SaaS Revolution Show to talk about moving from a bottoms-up adoption model to up-market growth. She also shares her journey from Intercom to Front: she led the customer-facing teams that grew Intercom from $40 million to $200 million in revenue and she recently joined Front to lead the company through similar growth.

Listen on to learn:

  • LB’s key learnings from growing Intercom from $40M-$200M
  • The most important sales, marketing, product and business considerations for SaaS companies moving upmarket
  • How to change your pricing and packages on your website to fit with your new upmarket sales process

Recommended reading:
Primal Leadership by Daniel Goleman, Richard Boyatzis, and Annie McKee
The Challenger Sale by Matthew Dixon and Brent Adamson