SaaStr

MARCH 10, 2020

Join us at SaaStr Annual 2020. We are not as fortunate as some of the folks in this room that if we sign a contract, regardless of how our customer feels about what they’ve bought, they’re going to continue paying. There’s generally no contract in place. Would you like to talk to one of our reps about X?”

Government 76

Government Up-sell Contract X-functional 76

SaaStr

FEBRUARY 25, 2020

Join us at SaaStr Annual 2020. Because it’s not so much focused around X, Y, Z NPS score. If you sat and you said, “Okay, we sign a customer, we process their contract, we have to get them provisioned. And then we transition them to support and then we give them to the account manager and then we do their renewal.

Prospecting 85

Prospecting Customers Promote X-functional 85

SaaStr

JULY 24, 2019

Join us at SaaStr Annual 2020. 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. FULL TRANSCRIPT BELOW.

X-functional 53

X-functional Engineering Clients Start-ups 53

SaaStr

JANUARY 3, 2020

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? How does Tom think about calculating churn when it comes to multi-year contracts? And the first one as you said, Harry, is around annual contracts.

Contract 10

Contract Price Commission Conversion 10

SaaStr

MARCH 17, 2020

Join us at SaaStr Annual 2020. You’re probably going to have to be doing customer references unless there’s very small contract value, right, where there’s not a ton of pressure in making the right decision on the part of the prospective buyer. Then a third thing that you can do is incorporate it into the contract.

Clients 56

Clients Service Customers Start-ups 56