SaaStr

MAY 10, 2019

Dave was CEO of Host Analytics from 2012 to 2018 where he quintupled ARR while halving customer acquisition costs in a highly competitive market, ultimately selling the company in a private equity transaction. That’s an internal function, but to the customer it shouldn’t be obvious that that’s their obligation, right?

X-functional 51

X-functional SQL Pipeline GTM 51

Sales Hacker

AUGUST 30, 2018

If you’re selling car tires, anyone with a car is a fit. 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. Lead Gen Variables.

Prospecting 47

Prospecting SQL GTM X-functional 47

SaaStr

MARCH 1, 2019

And then in the enterprise, some of them tie them to multi-year deals, but there’s actually no impact on conversion rate from the free trial to a paid customer as a function of the contract value. And so what would you do find is in the SMB, some of the companies tie the free trials to month to month.

Contract 45

Contract Price Commission Conversion 45

SaaStr

FEBRUARY 11, 2020

They both have the same thing around, “Ah, what do I sell? The other one is, as soon as you can, again, split the new customers signing versus account management/customer success. That nurturing process for … because they’ll sell to companies like car companies. What do I do? I have too many apps.”

Growth 75

Growth Niche Hospitality X-functional 75

SaaStr

JANUARY 3, 2020

And then in the enterprise, some of them tie them to multi-year deals, but there’s actually no impact on conversion rate from the free trial to a paid customer as a function of the contract value. And so what would you do find is in the SMB, some of the companies tie the free trials to month to month.

Contract 10

Contract Price Commission Conversion 10