Timo Rein is the Founder & CEO @ Pipedrive, the startup that helps sales people focus on actions that close deals. To date, Timo has raised over $30m from the likes of Atomico, Bessemer Venture Partners, TransferWise Founder Taavet Hinrikus and Andy MCloughlin and has scaled the team to over 330 people across multiple continents. Prior to founding Pipedrive, Timo was a Partner @ Vain & Partners acting in a consultancy role on how to get the best ROI from your sales process and before that was himself a door-to-door salesman with SouthWestern Company selling high ACV products.
In Today’s Episode You Will Learn:
How Timo made his way into the world of SMB CRM with the founding of Pipedrive from the days of being a door-to-door salesman of high ACV products? Why did Timo choose to go global with Pipedrive from day 1? What are the benefits of founders having this global mindset from the start? What are Timo’s biggest learnings in terms of acquiring customers globally early on? What worked? What did not work? How did Timo think about pricing on an individual country perspective? What are the challenges with this? Having raised from both US and UK VCs, how does fundraising differ when comparing Europe to the US? If Timo had to say the West Coast, East Coast and European VCs each had one area they focus, what would that area be? What are the challenges with these inherent focus points? What advice would Timo have for foreign founders looking to make it big in the US? How does Timo look to manage a team so spread across the globe? What are the core challenges of this? What works? What does not work? What functions can be split up by geography? What must remain in one location? Now at 300 people, how does Pipedrive ensure for the same values fit when hiring at scale? Many VCs say with such low ACV and such high churn, the SMB market is too difficult. How does Timo respond to this? How does Timo think about ensuring the continuous refilling of top of funnel? How does Timo think about acquiring such small customers in a cost efficient manner?60 Second SaaStr?
What does Pipedrive look like at $100m ARR? What keeps Timo up at night? Who is Timo’s favourite angel investor? What does Timo know now that he wishes he had known at the beginning?If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:
Jason Lemkin
Harry Stebbings
SaaStr
Timo Rein
SaaStr 637: Unveiling the Data Behind Effective Scaling with ICONIQ Growth General Partner Doug Pepper and ICONIQ Growth Partner & Head of Analytics Christine Edmonds
SaaStr 636: Extreme Product Design: Building Things People Actually Use with Stripe CTO David Singleton
SaaStr 635: CRO Confidential: How Customer-First Focus Drives Retention and Revenue With Brex GM of Startups Lucas Fox
SaaStr 634: Scaling a Product-Led Growth Model with 1Password, Apollo.io, Sentry, and Lightspeed
SaaStr 633: Why You Want to Develop Product Painkillers, Not Vitamins with DigitalOcean CPO Gabe Monroy
SaaStr 632: CRO Confidential: How To Adapt Your Sales Strategy To The Current Sales Environment with Sam Blond and Hannah Willson, SVP of Sales at Modern Health
SaaStr 631: What Is Going On In Venture Capital in 2023 with SaaStr Founder Jason Lemkin and 20VC Host Harry Stebbings
SaaStr 630: Sales-led vs. Product-led? Today’s Startups Need Both with Jason Eubanks, CRO at Harness
SaaStr 629: CRO Confidential: Sales Recruitment in 2023 For Candidates and Hiring Managers With Flexport's Ben Braverman
SaaStr 628: Revenue Alignment: How to Pull Marketing, Sales, and Customer Success Together with Divvy CRO Sterling Snow
SaaStr 627: Move Over, Sales: Why Product & Marketing are the C-Suite's New Power Partnership with Checkout.com CMO Leela Srinivasan and CPO Meron Colbeci
SaaStr 626: 10 Lessons Learned Scaling to $1B Valuation with Drift Co-founders David Cancel and Elias Torres
SaaStr 625: True Story: What Breaks Going from $0-$100M ARR in Less Than 2 Years with Wiz CRO Colin Jones
SaaStr 624: Investing and Venture Capital in 2023 with SaaStr Founder and CEO Jason Lemkin and Atrium Founder and CRO Pete Kazanjy
SaaStr 623: Removing Friction: How to Turn More Than 40% of Your Prospects Into Long Term Enterprise Customers with Attentive Co-founder and CEO Brian Long
SaaStr 622: CRO Confidential: What's Changed for Hiring a VP of Sales in 2023 with Founders Fund Partner Sam Blond and Stage 2 Capital LP and Former Lattice CRO Dini Mehta
SaaStr 621: Big Numbers from Small Customers: How DigitalOcean Accelerated at Scale with DigitalOcean Senior Vice President of Revenue Cliff Bockard
SaaStr 620: 8 Ideas on How to Motivate the Sales Team After a Rough Patch with SaaStr Founder and CEO Jason Lemkin
SaaStr 619: 3 Lessons from Building a Marketing Engine to Grow Pipeline from Millions to Billions with Samsara CMO Sarah Patterson
SaaStr 618: Scaling for the Enterprise: Top 5 Lessons on the Upmarket Journey with Airtable CEO Howie Liu and Coatue Management General Partner Caryn Marooney
Create your
podcast in
minutes
It is Free
Insight Story: Tech Trends Unpacked
Zero-Shot
Fast Forward by Tomorrow Unlocked: Tech past, tech future
Black Wolf Feed (Chapo Premium Feed Bootleg)
Bannon`s War Room