SaaStr

AUGUST 12, 2020

When you start growing above 50 employees, and certainly get to 100, things change, you now have teams, which means you have functional leaders. Rather than the CEO running around telling the engineers exactly what to build, you now have product managers. And, the second system is what I call the product marketing system.

Finance 107

Finance X-functional Launch Objectives and Key Results 107

Sales Hacker

APRIL 14, 2020

Reps working from home need to be willing to converse without selling. Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM. Create custom contracts in a click, sign them digitally, and automatically pull data back into your opportunities.

Contract 70

Contract CRM Consult Cross-sell 70

PandaDoc

MARCH 7, 2023

This visual aid gives every member of your sales team a big-picture view of the entire selling process. This can be intimidating at times, but often you’ll already be aware of genuine interest and know exactly how your product eliminates a pain point (solid preparation is key). You can still always opt for simplicity, though.

Process 52

Process Objectives and Key Results Pitch Legal 52

PandaDoc

APRIL 12, 2022

In many cases, all aspects of the business — from product expansion to feature development — revolve around customer metrics and feedback. Customer insights can help you improve your product and get a better understanding of what features are most important to users. Example: 40 positive responses / 60 total responses X 100 = 67%).

Customers 52

Customers X-functional Promote Price 52

SaaStr

MARCH 12, 2019

The three stages are product-market fit, then go-to-market fit and lastly growth and moat. Awesome revenue growth on the X axis, awesome revenue retention on the Y. And so I just want to throw in a framework around product market fit measured by customer value creation, then go to market fit measured by economics, then we scale fast.

Growth 82

Growth Cross-sell Contract X-functional 82

SaaStr

JULY 24, 2019

This is pretty simple, but when I look at this industry, a lot of times what I see is organizations crafting pricing packages that would enable, for example, an enterprise-wide license, where an organization pays you X amount of money, and they have unlimited seats, unlimited usage. We sell contact center software.

X-functional 53

X-functional Engineering Clients Start-ups 53

SaaStr

AUGUST 26, 2022

Sometimes we’re not as founders, sometimes founders sell their company because they don’t end up being deeply passionate about what it does. So sell your product. X this year. Don’t go from a $10 a month product to 1 million dollars a year. I’m going to go from 2 to 5 or 2 to 6.”

Quota 79

Quota Growth Product Closing 79

SaaStr

AUGUST 15, 2020

So it’s about operational efficiencies, productivity gains, digital experiences and making sure we’ve captured those. We’ve got a lot of training to do with our sales teams to get them to start to speak in these types of terms versus feature function. But as we look at our market, it’s not all created equal.

Retail 75

Retail Start-ups Drivers/motivators Up-sell 75

SaaStr

AUGUST 7, 2020

359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity. Are these really product companies? Matt Garratt: Let’s move on to the initial product.

Price 58

Price Retail X-functional Healthcare 58

Hubspot

AUGUST 8, 2019

Revenue by product or product line. Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Cost of selling as a percentage of revenue generated. Average contract value (ACV). Average cross-sell and upsell rate of partner customers.

X-functional 95

X-functional Quota Cross-sell Contract 95

SaaStr

JUNE 14, 2019

In his most recent role, Dave was the CEO @ Host Analytics where he quintupled ARR, halved customer acquisition costs and increased net retention rates before selling the company to a private equity sponsor. SaaS companies face sustained headwinds in the attracting, cultivating, driving productivity, and retaining talent.

Strategize 54

Strategize Quota Non-Profits Price 54

SaaStr

AUGUST 19, 2020

We shut down something called the Evernote market which was selling physical goods, sunset some nice products like Evernote food which had nice followings, but I felt were distracting from the larger priorities. We had way too many bugs, latency had grown to too long and crashes were a problem with the product.

E-commerce 96

E-commerce Price Start-ups Growth 96