SaaStr

AUGUST 27, 2019

This panel will speak tactically to various comp design options as a way for management to determine and promote ideal behavior in their front-line teams. We are an enterprise VC fund in New York City. I’ll start because I’m living this right now, and where we’re contract value. My Name is Jessica Lynn.

Territory 52

Territory Contract Cross-sell Drivers/motivators 52

SaaStr

JANUARY 21, 2020

I broke into SaaS in 2009 I was the second sales hire and the 10th overall hire at a New York City based SaaS business called Zocdoc. My velocity lane, PatientPop’s SMB SaaS, eight units a month, $13,500 contract. Calls, emails, connect rate, demos, performs, wins, average contract value. Top performers love it.

Quota 103

Quota Sales Healthcare Territory 103

SaaStr

MARCH 1, 2019

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? Should sales commission be paid on renewals?

Contract 46

Contract Price Commission Conversion 46

SaaStr

JULY 12, 2022

One of the first what How to Hire a Great VP of Sales at the New York Enterprise Tech Meet-Up (thank you to John Lehr and Work-Bench for setting this up). There was this little event, I don’t know if anyone in New York remembered Lehman Brothers went under, there was a lot of drama going on that year.

Sales 103

Sales Closing Up-sell Engineering 103

Hubspot

OCTOBER 16, 2013

When Boston Public School buses went out of commission in early October due to a worker strike, thousands of parents were left trying to find alternative avenues for their children to get to school. The good gesture resulted in news coverage from major publications, including the New York Times , Venture Beat and, of course, the Boston Globe.

Manufacturing 75

Manufacturing Campaign Transportation Hospitality 75

SaaStr

JULY 30, 2020

They’re selling $500 contracts to mom and pop takeout shops in New York or whatever, that’s kind of going to be a little bit of a different sales motion then selling recruiting software to HR people. ” It’s like, that’s a pretty different sales motion, right?

Cross-sell 78

Cross-sell Up-sell Start-ups Sell 78

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? Should sales commission be paid on renewals?

Contract 10

Contract Price Commission Conversion 10