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Account executives and sales development teams are the front lines of a SaaS startup’s go-to-market team. They perfect the craft of matching the right product and the right customer, growing the company’s revenues. For most SaaS companies, these teams see the highest turnover. But how much turnover is typical?

Vik Singh and the team at Infer, which is a Redpoint company, set out to answer this question. They used publicly available data to track account executives (AEs) and sales development representatives (SDRs) across 41 high profile SaaS companies. These 41 companies include public companies and unicorns.

In November, two spectacles occurred. The first is Dreamforce, Salesforce’s annual event and the largest software conference in the world. The second is Elon Musk announcing the Tesla Cybertruck. Benioff and Musk use these events strategically. They engender an operational cadence to Salesforce and Tesla.

There’s no feeling like launch day. It’s the day you reveal to the world the sumtotal of your team’s efforts for weeks or months. That’s how I felt as a PM - a huge sense of urgency, anxiety and motivation. I imagine this is how every founder fats on the eve of demo day.

Our portfolio company Chorus.ai released the State of Conversational Intelligence 2020. The report uses data from 5m sales and customer calls to benchmark sales team performance.

There’s lots of great data in the report. Some of the data reaffirms rules of thumb. For example, the typical win rate of a sales qualified lead is 19%.

Other data points are surprising. For example, the average SDR dials 106 people to schedule one meeting. And the typical sales manager reviews only 8% of calls, but the best managers spend much more.

Last week’s post on The Most Frequent Mishire in Startups generated the most comments on a post this year. In particular, it was this section. Though the startup may have achieved product market fit, the company may not understand the fit. Who is using the product and why? How does the buyer journey evolve with time? How do buyers describe the product amongst each other? Few early stage companies can answer those questions accurately.

The most frequent mishire in startups is the first head of marketing. Many different disciplines fall under marketing’s purview. The question facing founders recruiting marketers is: which is the most important to prioritize?

Marketing expertise falls into three segments: product marketing, demand generation, and brand marketing. Each of these kinds of marketers have critical skills for a startup. But the reason many marketing hires fail is the business doesn’t hire the right expertise at the right time.

A few weeks ago, we were fortunate to welcome Nick Mehta, CEO of Gainsight to SaaS Office Hours. I learned a lot from the session about how customer success has evolved over the last 5 to 10 years. Here are my notes from the session.

The discipline of customer success varies widely depending on price point. At the lower price points, some organizations combine the role of an account manager and the customer success person into a CSAM (customer success account manager). These CSAMs perform high-volume account management and customer success typically through email and other forms of broad campaigns to drive retention and upsell.

Next week, on November 14, Redpoint will host Office Hours with Anthony Kennada to talk about category creation. In the SaaS world, many businesses talk about creating new categories. To achieve this is rare, and it’s incredibly challenging to do. Anthony was a key part of the team at Gainsight that created the category that has just published a book on the topic called Category Creation, that we will talk about.

A few weeks ago, I installed Windows on my Mac using BootCamp. BootCamp allows you to have both operating systems on your computer at the same time and choose the one you want to use when. I was curious about Windows. So I installed it and tried to use it for a few days. Here are my impressions. Just as background, I’ve been on a Mac since I was seven and I last worked on a Windows machine in 2004.

There’s no doubt we’re in the founder-CEO era of startups. Ten or twenty years ago, hiring a professional CEO to run a business was de rigeur. But today, it’s less and less common. At the seed stage, nearly all CEOs are founders. No surprise there since the company is so young.

But at the Series D, founder CEOs helm approximately 70% of venture backed startups in the Bay Area. This is up from 53% in 2014. This share has increased by a third in five years. In fact, across Series A, B, C, and D, founders persist as CEOs more frequently.

In January, we welcomed Travis Bryant to join Redpoint as an Executive-in-Residence. Nine months later, we are welcoming him again as our first Partner of Founder Experience. Travis has always been one to think about ways to change the game. He excelled during his time at Salesforce and helped Optimizely grow to great heights from very early days as the first executive hire. Throughout his many successes, he’s always looking to innovate.