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 the impact of a salesperson change the conversion rate?

Contract 47

Contract Price Commission Conversion 47

SaaStr

MAY 10, 2019

And when we would focus on the buying experience and making it very personal to the buyer we actually see a dramatic increase in revenue and so MQL and SQL are what I call maybe a momentum or a KPI metric, but they shouldn’t be how you’re driving or measuring your teams.

X-functional 55

X-functional SQL Pipeline GTM 55

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? How does the impact of a salesperson change the conversion rate?

Contract 10

Contract Price Commission Conversion 10

SaaStr

JANUARY 21, 2020

We won’t be talking about perks and amenities today during the playbook conversation. My velocity lane, PatientPop’s SMB SaaS, eight units a month, $13,500 contract. Calls, emails, connect rate, demos, performs, wins, average contract value. Culture is not perks and amenities. You won’t hear things about dogs.

Quota 103

Quota Sales Healthcare Territory 103