SaaStr

MAY 10, 2019

How does Jason believe SaaS companies can use a “swarming” effect to create the best buyer experience for their customer? Why is alignment actually a negative for the customer experience? They work with customers to unsilo their operations and create one strategic revenue Ops team to support their go to market strategy.

X-functional 52

X-functional SQL Pipeline GTM 52

Sales Hacker

AUGUST 30, 2018

To create or develop an SQL, there is a series of variables: Number of Taps — The number of times you reach out to a customer; think of an email, a call, a shout-out etc. CR(t) —The conversion rate as a function of time to get to a single SQL. We call this a 3 x 3 account — a term coming from organizational selling.

Prospecting 47

Prospecting SQL GTM X-functional 47

SaaStr

FEBRUARY 11, 2020

This is going to infect your customers … infect? Affect your customers as well as your salespeople. ” I’m a salesperson, I’ve got too many apps to use or I have too many types of customers, have too many things. I’m a customer, there’s too many apps. .” What do I do?

Growth 75

Growth Niche Hospitality X-functional 75

SaaStr

MARCH 1, 2019

How should comp plans differ when comparing AEs to customer success? Where should the responsibility for upsell lie, customer success or sales? Tom Tunguz: Oh, if you’re an SMB, the data suggests that transitioning your customers from a month to month to an annual shouldn’t have any impact on your conversion rate.

Contract 45

Contract Price Commission Conversion 45

SaaStr

JANUARY 3, 2020

How should comp plans differ when comparing AEs to customer success? Where should the responsibility for upsell lie, customer success or sales? Tom Tunguz: Oh, if you’re an SMB, the data suggests that transitioning your customers from a month to month to an annual shouldn’t have any impact on your conversion rate.

Contract 10

Contract Price Commission Conversion 10