Sales Hacker

DECEMBER 1, 2020

He talks about the journey of a marketer leading the entire revenue function on the path to CEO. Because what we found is that one of the low points of any customer experiences, the moment after the contract is signed, all the good will and momentum that you create in the sales cycle is lost. As everyone suddenly forgets your name.

Growth 63

Growth Contract Pipeline B2B 63

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. One OEM contract can give thousands or tens of thousands of end-users access to the licensor’s software. Licensing OEM software. OEM deal structure.

GTM 74

GTM Negotiate Profit margin Contract 74

SaaStr

NOVEMBER 2, 2019

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. So the previous one saying carefully constructed very different things, staying in the same segments, [inaudible 00:09:38].

GTM 50

GTM Price Up-sell Product 50

SaaStr

JANUARY 10, 2020

It’s that you should constructively build a team that’s going to be like assembling the Avengers where any one of them by themselves has amazing superpowers, but it’s the entire squad together that is going to save the world. Bob Moore: At that 50 plus era, there’s a function for this. In that regard, yes.

X-functional 53

X-functional Start-ups Drivers/motivators Go To Market 53

Hubspot

AUGUST 17, 2021

With so much room for confusion and error, it's easy for any company to drop the ball and frustrate its salespeople, making poorly-constructed compensation plans one of the main reasons why people leave sales roles. Sometimes, it means they’re selling a lot of Product X when the company is pushing for sales of Product Y.

Commission 82

Commission Quota X-functional Finance 82

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? How does Tom think about constructing comp plans the right way today?

Contract 47

Contract Price Commission Conversion 47

SaaStr

JUNE 14, 2019

It does make me think, Dave, to a lot of questions that I get in terms of from early stage founders who have their first few sales reps and they always say to me, “Harry I’m going through quota setting, quota construction. We thought we were buying a fully functioning management team.” ” Right?

Strategize 55

Strategize Quota Non-Profits Price 55