Mark Roberge
21 statements across 5 episodes · 8 bullish · 8 bearish · 1 people on the record · first statement Jul 26, 2017 by Mark Roberge · said 15 times in 5 episodes since 2021 · across every show →
On the record as a speaker too: Mark Roberge's record, appearances and statements → this page counts the times other people say the name.
Mentions by year
brought up most by Jason Lemkin (6), Brian Halligan (4), Tom Clayton (3), Tomasz Tunguz (2)
tap a year for its mentions
2024 2 mentions in 1 episode
2022 4 mentions in 2 episodes 2 per episode
Everything said about Mark Roberge, oldest first
Jul 26, 2017 positive
Jul 26, 2017
Jul 26, 2017 negative
Roberge: Functional Silos Create Divergent Definitions of Ideal Customers
“And as we grew to this stage, I found that the definition of an ideal customer was changing
Depending on the group that you are in.
Like the marketing team, like, oh yeah, the people we love to sell to, they're the people that are easy to get to fill out a lan…”
Jul 26, 2017 negative
Roberge: Why Big-Company Sales Reps Fail Under Technical Founders
“When you're two engineering-based founders bringing in that first salesperson, geez, that guy showed up at Oracle or Salesforce or wherever it was. He went through a month of training how to handle the top 20 objections. That process is not built. And if you d…”
Jan 24, 2018
Roberge: HubSpot tracked cohort usage across 17 product features for accountability
“We were just as data oriented with how we measured the product team. And so, in the same way that we had the analysis of how our sales reps were performing and their leads and their opportunity creation and their closes, We had the 17 features in the HubSpot p…”
Jan 24, 2018 positive
Jan 24, 2018 positive
Roberge: HubSpot held monthly executive 'mini boards' to review team retention
“On a monthly basis, we had a full day meeting where each one of those leadership teams came in for an hour and presented to the mini board. And the mini board was our CEO, our CFO, our head of sales, our CMO, you know, and we were the ones asking them, hey, wh…”
Jan 24, 2018 positive
Roberge: Target salesperson churn rate should be 10% to 20%
“I like 10 to 20 I feel good about. 10%, lower than 10% I'm probably being too soft. I'm just not that good at hiring. Just not that good at hiring. And I can push my folks more. 20 to 25, I'm like, my business still works. North of 25, I'm like, my culture's g…”
Jan 24, 2018
Roberge: Tenured rep performance isolates hiring flaws from product or market issues
“Because if they continued to perform, but the business was falling apart, that's gonna rule out you know mark shifts in the market, probably shifts in the product, shifts in the competitive landscape, and it's gonna tell me, and probably even lead quality, and…”
Nov 19, 2021 negative
Roberge: Top sales reps usually make poor sales managers
“The better they are on the team, the higher rank they are as a sales rep, the worse manager they are. We've known this forever. Your top rep does not make your top manager. It does not always make a good manager. In fact, the stats show it mostly fails.”
Nov 19, 2021 negative
Nov 19, 2021 negative
Roberge: Raising SaaS prices without a moat invites competitors to undercut you
“It works for a couple quarters because you're the only player in the category, but you are a ripe target for a bunch of hotshot engineers here in Silicon Valley to rebuild your product and charge half the price. So be careful about raising your prices unless y…”
Nov 19, 2021 negative
Nov 19, 2021 positive
Sep 27, 2022 negative
Siloing Marketing and Product in PLG Startups Creates Local Maximums
“They don't put, like, marketing in charge of free user acquisition and product in charge of monetization and retention. They put them all working on the North Star metric today because if you don't, you're gonna end up with local maximums.”
Sep 27, 2022
Sep 27, 2022
Sep 27, 2022 positive
Nov 17, 2023 negative
Nov 17, 2023 positive
Nov 17, 2023 positive
Roberge: Start annual planning by October 1 to hit revenue targets
“Don't wait till January to build your bottoms up plan. Cause you'll realize that you should have hired four reps in Q four to hit your 20, 24 plan. Please start your annual planning process on October first so you can hit your 20, 24 number.”