"morphing into a rocketship: learning to love sales" at saastr annual 2016
Post on 08-Feb-2017
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RAINFORESTLEARNING TO LOVE SALES
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
2015: WE’RE AWESOME
rainforest
...AND BEFORE
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
WE’RE HIRING! rainforestqa.com/jobs
FARLAN
•5 startups
•6 years of Product, 6 years of SaaS sales
•From IC to VP
•Previously VP Sales at Kontagent
rainforest
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