Nick Mehta
37 statements across 8 episodes · 13 bullish · 13 bearish · 2 people on the record · first statement Mar 18, 2020 by Nick Mehta · said 13 times in 8 episodes since 2020 · across every show →
On the record as a speaker too: Nick Mehta's record, appearances and statements → this page counts the times other people say the name.
Mentions by year
brought up most by Jason Lemkin (10), Pieterjan Bouten (2), Pete Kazanjy (1)
tap a year for its mentions
2024 3 mentions in 2 episodes 2 per episode
2023 3 mentions in 3 episodes 1 per episode
2022 2 mentions in 1 episode
2021 1 mention in 1 episode
2020 4 mentions in 1 episode
Everything said about Nick Mehta, oldest first
Mar 18, 2020 bearish
Mar 18, 2020 neutral
Oct 9, 2020
Mehta: Gainsight uses comped specialist overlay sales teams for technical buyers
“So what we created is a specialist team. That works with our main team, but is very focused on talking to that specific buyer and they're kind of an overlay. So both sides get comped, but the specialist team is good with that technical buyer who wants to just …”
Oct 9, 2020 positive
Oct 9, 2020
Oct 9, 2020 positive
Mehta: Product teams are increasingly responsible for customer retention
“Number one thing is in the last 10 years, customer experience and customer retention was a job of the customer success team. Now product teams are getting super engaged in how do I drive sticky features and sticky usage? How do I drive user retention onboardin…”
Sep 17, 2021
Mehta: Base your churn versus expansion focus on customer segment benchmarks
“So for example, you're a SAS company, you're twenty million of AR, you're selling to enterprise and your retention is 78% gross. Work on your retention, right? Like, yeah, right. But if you're a SaaS company and you're selling to SMB and your retention is gros…”
Oct 5, 2021 positive
Nick Mehta: In-product onboarding is the best way to accelerate time-to-value
“What I would say today in 2021 is the best way to do that's the product, right? It's one thing to send customers emails and get on calls with them and zoom meetings. It's all great. But the best way to do it is in the product.”
Oct 5, 2021 positive
Nick Mehta: Klaviyo defines shared customer onboarding tasks during the sales process
“Klaviyo, Kate Walsh, runs customer support and customer success there, and she's built this incredible model where they basically work with lots of online merchants, e-commerce companies, et cetera, And to get them live on Klabio and getting value, they define…”
Oct 5, 2021 positive
Nick Mehta: Top CS teams create mutual success plans assigning client tasks
“Customer success is a two-way street, and the best CS teams out there are bringing their customers into the customer success process, creating what we call a mutual success plan with that customer. Right? Where the tasks aren't all assigned to your company. So…”
Oct 5, 2021 positive
Nick Mehta: Glassdoor shifted B2B onboarding into the product to scale CS
“Glassdoor is kind of B to B part of their company, has a customer success team, and has actually done CS for a long, long time. But they were doing it kind of in hand-to-hand combat, right? Talking to individual customers, sending them emails, and then last ye…”
Oct 5, 2021
Nick Mehta: Top CS executives demand core company commitment before joining
“If you are in a position where you're founder or CEO and you're trying to recruit people, the way you structure it, the way you talk about it will influence who you can recruit. And you're not gonna be able to get the best people if you don't make it part of y…”
Nov 30, 2021
Lemkin: Enterprise SaaS reps no longer do first meetings in person
“COVID changed it in that we are, like, I don't know what you see in your portfolio, but all of the enterprise SaaS companies I've invested in and work with, they're all going back to face-to-face meetings.
Nick met on Gainsight's talking about it, they're all …”
Apr 26, 2023 positive
Apr 26, 2023 positive
Apr 26, 2023 positive
Mehta: Gainsight conducts blameless retrospectives for all customer churn
“Whenever we have a churn at Gainsight, you know, I always start the meeting and be like, look, we're just here to like, we'll do a retro meeting and we're here to learn, like, cause all of us can learn and get better. This is not about like who did what or who…”
Apr 26, 2023
Mehta: SaaS companies should invest in CPQ at 100-200 employees
“Custom deals seem great at the time, but make sure they're really worth it. They have to be big enough to worth it and be worth it. And then invest in back office systems early. So your accounting, your CPQ, all that stuff is pretty good. I'm not talking about…”
Apr 26, 2023 negative
Mehta: Delaying a Second Product Line Traps Slowing SaaS Companies
“And if you wait till you start slowing down a lot and then need to go launch something new, but you have to create it and you have to raise money for it. And that might take three, four or five years. You're in a trap, and so kind of that really, really can hu…”
Apr 26, 2023 positive
Apr 26, 2023 neutral
Mehta: Parting with an executive at 15 months is worse than at 90 days
“Like, it's easy for somebody to join a company and leave, like, 90 days later. It's really hard if somebody leaves, like, a year and three months later after joining, because they've already put their imprints on the team, they've hired new people, they've reo…”
Apr 26, 2023 neutral
Nov 8, 2023 positive
Mehta: Almost all Gainsight executives were promoted from internal roles
“Now, the flip side, if you look at my executive team today, we're 1300 people.
Let me just go through it.
Chief Customer Officer, seven years ago, was a CSM at Gainsight.
Head of sales.
Nine years ago was a sales rep at Gainsight.
Chief marketing officer six y…”
Nov 8, 2023 positive
Nov 8, 2023 negative
Mehta: End-of-quarter special pricing deals usually blow up later
“Frankly, a lot of those deals at the end of the quarter that you push in because it's a special pricing model. You're desperate to get your number. Maybe you buy their product. If they buyers, I'm sure none of you have done that before. Maybe we've done that a…”
Nov 8, 2023 negative
Nov 8, 2023
Nov 8, 2023 negative
Mehta: Hire executives for current needs, not four years of scale
“I think often people miss more than they hit, and this is especially true now, because before people would often say, and boards would say, you need to hire for the person you need four years from now, right?
Because you're going to be growing so fast, and you…”
Nov 8, 2023 negative
Mehta: My success rate on outside executive hires is around 20%
“They had the resume, but I gotta admit, I have swung and miss on way
more executive hires than I've actually hit on.
And if you have to, don't feel bad.
It's something that I think a lot of us do.
I mean, I don't think my batting average is more than
Literally…”
Nov 8, 2023 negative
Mehta: Gainsight waited five years for second $1M+ deal after hiring 10 reps
“We closed our first gigantic enterprise deal. 2.6 million dollars of ARR. The biggest deal we'd done till then was maybe 300 grand, 400 grand. We're high-fiving around the office. I'm sure champagne is being passed around. I don't remember. But it was a big da…”
Mar 14, 2025 negative
Mar 14, 2025 negative
Mar 14, 2025 neutral
Mar 14, 2025 negative
Mehta: Deploying software only with junior staff leads to severe churn risk
“A lot of people, what they do is they sell the software. They end up working with the junior people to get it deployed. The executive lose track of it. They quit. Somebody else comes in and says, what the heck is this stuff? And do we get any value? And people…”
Mar 14, 2025 bearish
Mar 14, 2025 negative
Mar 14, 2025 negative
Mehta: Do not scale customer success simply by hiring more CSMs
“In fact, if I give you one piece of like advice from the beginning, it's don't just hire a bunch of CSMs, maybe one or two. It's heretical for me to say, by the way, but it's true. Go fix all your processes, your product, make it so you can scale without a cra…”
Mar 14, 2025 positive
Mehta: Simple conceptual slides of the customer journey resonate with investors
“If you can show an investor a slide, that's just like how you're approaching your customers. I think it goes a long way. It's not, you don't need to automate it. You don't need a ton of processes, just like a simple concept of what you're trying to do.”