SaaStr 043: Why You Should Focus More On Upsell Than Customer Acquisition & Forget The MBA, Take A Psychology Degree with Kirsten Helvey, COO @ Cornerstone On Demand

Today we bring you one of the highlights from SaaStr Annual 2016 with Jason Lemkin talking to Kirsten Helvey,  COO of Cornerstone Ondemand, a cloud-based learning and talent management solutions provider. in the episode Kirsten discusses her 11 years of experience with rising up in the ranks from employee #30 to her current position in the company, which is now 1500-strong, it is a phenomenal scaling story and so many insights nuggets of wisdom from Kirsten here. In Today’s Episode You Will Learn: Why you should always be thinking about building, no matter the scale? Why we should all stop talking about company culture? Why you should forget the MBA and take a psychology degree? How to give direct and consistent feedback with employees in order to get the most out of them? Why we should focus more on upsell and less on customer acquisition? How to build, integrate and scale a customer success team into a 1,500 person organisation? You can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Kirsten Helvey This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit cloud.substack.com