Livestream’s SaaSy Brooklyn Sales Meetup Brought The Supercharge
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Livestream LLC very publicly took over Bushwick’s former 3rd Ward space in late 2014 and it’s taken off like a bird learning to fly ever so quickly. The company is growing quicker in a percentage sense than Kanye West’s debt — just to give you an idea of how quickly this company is growing. Not only is it powered by Livestream.com, literally the world’s #1 video-streaming platform, but it’s Brooklyn location is home to Livestream Public, an event space that curates the fastest growing artists in the borough.
Also fast growing are the companies they profiled for yesterday’s Brooklyn Sales Meetup: How to Supercharge your SaaS Sales, available for FREE in person or on Livestream.com. Panelists Bryan Caplin, GM & Head of Sales at Axiom Law, Annie Stancliffe, Gallery Partnerships Director at Artsy, and Max Appelbaum, SVP, Sales & Accounts at Shoptiques got together to discuss building their high growth SaaS sales engines, hiring, infrastructure, and technology among about 100 attendees.
The first topic of the night was CRMs, or Customer Relationship Management (sites/apps/processes), which varied across the companies from Salesforce and SalesLoft to ToutApp and pen and paper. Salesforce was mostly the winner though Appelbaum noted that the most important system he found for keeping a successful look on how many relationships were being built was a daily monitor of those metrics so everyone can see them throughout the day. Shoptiques, he added, usually measures 200 minutes of daily talk for each sales employee and there is direct link on that number visibly on a screen and moving the needle within their company.
On the other hand, Stancliffe mentioned that of utmost importance is that everyone understands how their efforts affect the most top level numbers. She noted that it’s important for everyone to know how their efforts directly meet the KPIs, or key performance indicators, which will in turn affect the GMV, or gross merchandise volume. (I know what you’re thinking – so many sales acronyms!)
Caplin spoke much to how setting up metrics requires flexibility. He said, “You should pick a number and see how you track toward that, but also as you mature and refine those numbers, you still need to see how your regular numbers track with your growth numbers.”
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All three companies were proud to say that their sales employees all fell within 80-110% of their individual performance goal. Even through seasonality (like for Artsy, all galleries close in August which is major), their top performers are still performing enough to make six-figures.
There was one main key to hiring for a successful SaaS business and Appelbaum said that it lies in one word: transparency. “It’s important to be transparent about what you’re looking for and what the position is. People do get confused with titles and as much clarification as possible will be helpful,” he said.
While these business leaders are definitely paving the way for the rest of high-level SaaS companies this year, some take-away reading materials for everyone learning to grow in the sales sector included:
And yes, I know you’ve been wondering; you can become my friend on Goodreads now.
