SaaStr

APRIL 2, 2023

Mistake: On the other hand… not betting on the team that got me there “Everything will be fine once we get a new head of [X]” -every startup CEO ever (also me, frequently) When you launch a company, the initial team is usually whoever you can get. For this one deal, we just need to do X. Teammates and clients will leave.

X-functional 105

X-functional Clients Growth Start-ups 105

SaaStr

JANUARY 24, 2022

You’re working on the next stellar SaaS success and your foremost focus is — and should be — the product. Quickly, though, your attention turns to initial traction, your first critical hires, and building out those early business functions. I’ve contracted accounting help. Your focus expands. Accounting and Finance.

Finance 128

Finance Contract X-functional Start-ups 128

Sales Hacker

JANUARY 13, 2021

The licensee embeds the third-party software into its application to improve it by adding new functionality or features, or enhancing existing functionality or features. On the contrary, the licensee will have a better product to sell with the OEM partner’s added value. Licensing OEM software. OEM deal structure.

GTM 74

GTM Negotiate Profit margin Contract 74

Sales Hacker

APRIL 10, 2018

This may require a specific product. However, SkyStream was able to sustain itself as it had diversified with a $10M contract with Disney on a new product, a $5M 3-year contract with the Department of Defense, and a $2Mrevenue stream from both the EMEA and APAC region. 2) Spanning markets. 3) Covering multiple segments.

Go To Market 73

Go To Market GTM X-functional Territory 73

SaaStr

MAY 14, 2023

Talkdesk spent two years getting its Zendesk for voice products right, and then boom, boom, went from almost nothing to six million in ARR in the last 12 months… that sounds pretty good and it’s accelerating. Today, we have displayed the enterprise prices on the website today, very transparent. Tiago Paiva, pretty good?

Price 94

Price Start-ups Up-sell X-functional 94

PandaDoc

FEBRUARY 27, 2023

They help give a lasting impression of the company and the product it’s offering to drive the decision-making process. If they agree, the deal is finalized by the signing of a contract. Closing remarks also give your sales team a chance to summarize your brand and the benefits of your products or services.

Closing 52

Closing Contract Technique Objectives and Key Results 52

PandaDoc

OCTOBER 13, 2022

Ease of implementation and use appeals to small and midsize companies, and pricing doesn’t bite either. Any sales rep can drag and drop stages and figure out how to optimize the sales pipeline for a specific segment, product type, or scenario. Lead generation X ? Social media integration X ? Free version X ?

X-functional 52

X-functional Territory CRM Lead generation 52

SaaStr

NOVEMBER 21, 2020

398: Rob Gonzalez is the Co-Founder & CMO @ Salsify, empowering brand manufacturers to deliver the product experiences consumers demand at every point in their buying journey. In Today’s Episode We Discuss: * How Rob made his way into the world of SaaS as a product manager and how that led to his founding Salsify over 8 years ago. *

E-commerce 102

E-commerce Manufacturing X-functional Retail 102

SaaStr

AUGUST 7, 2020

359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity. Trisha Price. Are these really product companies? Matt Garratt. David Schmaier.

Price 59

Price Retail X-functional Healthcare 59

Hubspot

DECEMBER 23, 2022

Pricing: A limited version is free as part of Hubspot’s Sales Hub. For more advanced functionality, HubSpot offers premium features in the Starter, Professional, and Enterprise versions of Sales Hub. Prices start at $45 per month, $450 per month, and $1,200 per month, respectively. Pricing: Available upon request.

Prospecting 76

Prospecting X-functional CRM Contact 76

Salesforce

NOVEMBER 20, 2023

A sales call is a conversation between a salesperson and a prospect about the purchase of a product or service. This avoids any surprises during the call itself, as you’ve already established alignment with product solutions and set expectations of what’s to come. Use this as a reference during the sales call.

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

Hubspot

OCTOBER 16, 2017

That is to say, if you want your salespeople to do X, reward them financially for doing X. If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. Increase average contract length. Lower expenses.

Commission 91

Commission Quota X-functional Non-Profits 91

SaaStr

JUNE 13, 2019

Contract length. How long should a contract be in order to maximize conversion rate? A multi-year contract, a month-to-month contract, an annual contract. A multi-year contract, a month-to-month contract, an annual contract. What does this mean?

Contract 83

Contract Price X-functional Conversion 83

SaaStr

JULY 2, 2020

How does Kurt think about the right pricing mechanism for the customer today? And this gets into some of the automated machine learning capabilities, which Dataiku and other solution providers that we have in our products as well. You’re telling me mathematically the answer is going to be X, but I can’t understand why.

Customers 111

Customers Contract Price Education 111

Sales Hacker

MAY 9, 2019

Create a 2-Page Contract and Get Mutual Commitment [TEMPLATE PROVIDED]. Here’s a simple example to begin with that covers the SDR, AE and Customer Success Manager (CSM) functions: Table 1. Highly leveraged sales compensation plans are mostly seen in transactional sales, where the volume is extremely high at low prices.

SQL 103

SQL Commission Customers Non-Profits 103

SaaStr

MARCH 1, 2019

Before joining Redpoint, Tomasz was the product manager for Google’s AdSense social-media products and AdSense internationalization. Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts?

Contract 46

Contract Price Commission Conversion 46

Sales Hacker

JULY 2, 2019

Average sales price by source. The Calculations: Average sales price per lead. To get your average sales price by source you simply have to look at the data set for your entire customer database and bucket them by lead source. Average Lead Value = Average Sales Price * Conversion Rate from lead to customer.

Price 78

Price X-functional CRM Sales 78

PandaDoc

APRIL 12, 2022

In many cases, all aspects of the business — from product expansion to feature development — revolve around customer metrics and feedback. Customer insights can help you improve your product and get a better understanding of what features are most important to users. Example: 40 positive responses / 60 total responses X 100 = 67%).

Customers 52

Customers X-functional Promote Price 52

ConversionXL

AUGUST 27, 2019

Be careful about contracts you sign and team training you invest in. They can now deliver a lot of the same functionality, and your main decision-making factor could be the pricing model. And its data-layer functionality is versatile. I recommend thinking about it this way: “Tool X is collecting the data.

GTM 124

GTM X-functional CRM Technology 124

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. Awesome revenue growth on the X axis, awesome revenue retention on the Y. And so I just want to throw in a framework around product market fit measured by customer value creation, then go to market fit measured by economics, then we scale fast.

Growth 84

Growth Cross-sell Contract X-functional 84

PandaDoc

MARCH 7, 2023

This means gathering any information relevant to the sale, including: Client history and reputation within their markets and industry Potential client objections and concerns The most pertinent information on your products or services for this client Past leads and sales notes to garner the best tactics and information to use.

Process 52

Process Objectives and Key Results Pitch Legal 52

SaaStr

NOVEMBER 2, 2019

Does one have to expand the product line to retain customers? How should this data feedback into your product roadmap and pipeline? * How does your customer success and customer support functions change with the move to enterprise? A classic example is a Shopify selling to, let’s say, contract.

GTM 50

GTM Price Up-sell Product 50

SaaStr

JULY 24, 2019

This is pretty simple, but when I look at this industry, a lot of times what I see is organizations crafting pricing packages that would enable, for example, an enterprise-wide license, where an organization pays you X amount of money, and they have unlimited seats, unlimited usage. Then finally, there have to be some barriers to turn.

X-functional 54

X-functional Engineering Clients Start-ups 54

Hubspot

AUGUST 4, 2015

But not all couples are functioning like a belt and suspenders. Paranormal phenomena aside, Dana Scully’s skepticism to Fox Mulder’s “I Want to Believe” dogmatism is what made The X-Files compelling TV every week. To us, this was an X-File—as far down the explanations list as any weird light in the sky being attributable to aliens.

X-functional 71

X-functional Teamwork Sales Follow-up 71

SaaStr

AUGUST 19, 2020

We shut down something called the Evernote market which was selling physical goods, sunset some nice products like Evernote food which had nice followings, but I felt were distracting from the larger priorities. We had way too many bugs, latency had grown to too long and crashes were a problem with the product.

E-commerce 100

E-commerce Price Start-ups Growth 100

SaaStr

OCTOBER 30, 2020

We made it just 10 questions, and on the results page, we’d show you how the price varies by the features you listed in the 10 questions, and how the price varies kind of by the geography of the tech talent. Randy Rayess: Or what’s the price because it’s just $20 per user per month is the same for everyone.

A/B testing 77

A/B testing X-functional Launch Start-ups 77

SaaStr

MAY 10, 2019

As for Jason, prior to co-founding GoNimbly, he was Director of Product Management @ TradeShift and before that was VP of Product Management @ Lanetix. In This Episode We Discuss: * How Jason made his way from Director of Product Management at Tradeshift to changing the way we think about scaling revenue operations with GoNimbly. *

X-functional 51

X-functional SQL Pipeline GTM 51

SaaStr

AUGUST 26, 2022

So sell your product. X this year. Don’t go from a $10 a month product to 1 million dollars a year. That it’s a good conservative bet to accelerate that six or nine months in your product roadmap. Brex is amazing in the US, Ramp is amazing, but those are like 30%, 20% gross margin products.

Quota 82

Quota Growth Product Closing 82

SaaStr

AUGUST 15, 2020

So it’s about operational efficiencies, productivity gains, digital experiences and making sure we’ve captured those. We’ve got a lot of training to do with our sales teams to get them to start to speak in these types of terms versus feature function. I think that simplicity in the product is a key driver.

Retail 79

Retail Start-ups Drivers/motivators Up-sell 79

SaaStr

AUGUST 9, 2019

The second is many of these companies have grown significantly and their product portfolios have grown as they’ve had to obviously acquire more revenue out of their existing customer base, as they have acquired other technologies. So for you to make changes, it becomes really difficult. So one is just the sheer technology aspect of it.

Finance 52

Finance X-functional CRM Engineering 52

SaaStr

JUNE 14, 2019

How much of a role does price play in selecting the ultimate acquirer? SaaS companies face sustained headwinds in the attracting, cultivating, driving productivity, and retaining talent. How to drive synchronization, productivity when your needs are constantly evolving and the talent mix is incredibly fluid and diverse.

Strategize 55

Strategize Quota Non-Profits Price 55

SaaStr

FEBRUARY 21, 2020

What does David believe is the crucial step missing in B2B when it comes to finding product market fit? So if we start today on the hailed and much discussed topic of product market fit, there’s a common assumption that you find product market fit and then just aggressively scale. What’s the playbook?

Non-Profits 74

Non-Profits Up-sell Start-ups Product 74

SaaStr

JANUARY 3, 2020

Before joining Redpoint, Tomasz was the product manager for Google’s AdSense social-media products and AdSense internationalization. Annual contracts: To what extent do annual contracts dominate today? Why does Tom think in the early days one should be wary of signing too many multi-year contracts?

Contract 10

Contract Price Commission Conversion 10

SaaStr

APRIL 23, 2019

How they came up with the idea of Brex, and product market fit. One of the things that I feel like fintech companies really struggle with is what is product market fit? Did you have a product? How do you really … because it takes a long time in fintech for product market fit. Building the basic functionality.

Launch 62

Launch Pitch Niche Negotiate 62

Hubspot

FEBRUARY 11, 2019

Here are some creative techniques for thinking of a product or service. As the world changes, people need different products. Go to Product Hunt , a constantly updated curation of the newest apps, websites, and games, for digital inspiration. Meanwhile, Kickstarter is great for physical products. Find a co-founder.

Minimum Viable Product 101

Minimum Viable Product Legal X-functional Networking 101