Search Engine Land

DECEMBER 28, 2023

However, it was confirmed that Vidhya Srinivasan, who previously led product and engineering for ads, will take over leadership of the Ads team reporting to Google Senior Vice President Prabhakar Raghavan. New Google Analytics custom channel groups on March 15. New item-scoped custom dimensions for GA4 on March 17.

Retail 129

Retail X-functional Launch Non-Profits 129

Martech

MARCH 21, 2023

Why your tech stack ROI is worse than it should be In the last three years, my company has conducted over 500 calls with HubSpot customers about their platform setup, spend and optimization. To keep up, you must continually read product updates, beta launches and more to learn how your tech stack functionality is expanding.

X-functional 82

X-functional Negotiate Contract Technology 82

SaaStr

JULY 2, 2020

348: Kurt Muehmel is the Chief Customer Officer @ Dataiku, the platform democratizing access to data and enabling enterprises to build their own path to AI in a human-centric way. As for Kurt, he joined the company over 5 years ago and has risen from AE to VP EMEA to VP Sales Engineering to today as Chief Customer Officer.

Customers 112

Customers Contract Price Education 112

SaaStr

APRIL 2, 2023

Mistake: On the other hand… not betting on the team that got me there “Everything will be fine once we get a new head of [X]” -every startup CEO ever (also me, frequently) When you launch a company, the initial team is usually whoever you can get. For this one deal, we just need to do X. Invest in back-office systems early.

X-functional 104

X-functional Clients Growth Start-ups 104

SaaStr

JANUARY 24, 2022

You’re working on the next stellar SaaS success and your foremost focus is — and should be — the product. Quickly, though, your attention turns to initial traction, your first critical hires, and building out those early business functions. I’ve contracted accounting help. Your focus expands. Accounting and Finance.

Finance 129

Finance Contract X-functional Start-ups 129

SaaStr

NOVEMBER 20, 2020

So most founder/CEOs want to take the hill, win the war, be good to their customers, and protect the team. We have more money, more resources, more customers, more, more, more. You’ve got the better product, by definition, at least for some customers (because otherwise, they’d all go for #1). Probably True.

Real Estate 134

Real Estate X-functional Contract Healthcare 134

Sales Hacker

APRIL 10, 2018

How to map your GTM strategy to different customer segments. This may require a specific product. However, SkyStream was able to sustain itself as it had diversified with a $10M contract with Disney on a new product, a $5M 3-year contract with the Department of Defense, and a $2Mrevenue stream from both the EMEA and APAC region.

Go To Market 75

Go To Market GTM X-functional Territory 75

Sales Hacker

JULY 21, 2021

“We’re looking for a strategic rockstar sales rep who knows how to leverage and optimize our customers’ digital transformation to really move the needle!”. That thing reps do where they call every lead every day until the customer finally picks up the phone? By mapping out the steps, you can optimize any function.

X-functional 125

X-functional Sales Strategize Cold Call 125

SaaStr

APRIL 30, 2022

Average Revenue per Customer. Customer Lifetime Value (LTV). Customer Acquisition Cost (CAC). & If you kind of that question, thinking about the stakeholders and the decisions and companies of using SaaS products, there’s kind of three types. One is customers. Why do developers love SaaS products?

Price 93

Price Launch X-functional Contract 93

Salesforce

NOVEMBER 20, 2023

A sales call is a conversation between a salesperson and a prospect about the purchase of a product or service. This avoids any surprises during the call itself, as you’ve already established alignment with product solutions and set expectations of what’s to come. Use this as a reference during the sales call.

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

SaaStr

NOVEMBER 21, 2020

398: Rob Gonzalez is the Co-Founder & CMO @ Salsify, empowering brand manufacturers to deliver the product experiences consumers demand at every point in their buying journey. In Today’s Episode We Discuss: * How Rob made his way into the world of SaaS as a product manager and how that led to his founding Salsify over 8 years ago. *

E-commerce 101

E-commerce Manufacturing X-functional Retail 101

Hubspot

OCTOBER 16, 2017

That is to say, if you want your salespeople to do X, reward them financially for doing X. If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. Increase average contract length.

Commission 91

Commission Quota X-functional Non-Profits 91

SaaStr

FEBRUARY 25, 2020

Kathy Lord, SVP of Sage People explains how asking hard questions, embracing feedback and making personal connections with your customers can move the sales journey from prospect to champion. And when you think about that, why are you focused on creating champions isn’t just good enough to have successful customers? Here we go.

Prospecting 87

Prospecting Customers Promote X-functional 87

SaaStr

JULY 13, 2023

Startups come in all shapes and sizes on various stages of a timeline, yet it’s not surprising how many have the same questions and concerns about how to scale from x to y to z, the right time to hire and fire, and how to keep a team motivated during hard times. It’s too competitive today, so you can’t sell a mediocre product.

X-functional 71

X-functional Closing Growth Contract 71

PandaDoc

OCTOBER 13, 2022

Any sales rep can drag and drop stages and figure out how to optimize the sales pipeline for a specific segment, product type, or scenario. Customer support : help center, email; extra support is paid additionally. Customization is tiered also, with users able to have a bigger say in views, screens, and elements with higher plans.

X-functional 52

X-functional Territory CRM Lead generation 52

SaaStr

MAY 14, 2023

Talkdesk spent two years getting its Zendesk for voice products right, and then boom, boom, went from almost nothing to six million in ARR in the last 12 months… that sounds pretty good and it’s accelerating. We didn’t have the trust from the customer, but really only one customer at a time in the beginning.

Price 93

Price Start-ups Up-sell X-functional 93

Sales Hacker

AUGUST 3, 2020

We’ll also assume you sell a mid-market $50K ACV SaaS product. Powerpoint or Google slides are free, and product demos don’t need much more. You can quickly train the AE on the product, have them shadow a successful team member, and then let them hit the ground running. The AE Setup. You need them to succeed.

Pipeline 94

Pipeline X-functional Commission Clients 94

SaaStr

JUNE 13, 2019

Late in October of last year, we sent out a survey to understand how the best marketers and marketers across all different kinds of SaaStr use free trial in order to acquire customers in the most effective ways. Contract length. How long should a contract be in order to maximize conversion rate? What does this mean?

Contract 82

Contract Price X-functional Conversion 82

Hubspot

DECEMBER 23, 2022

Unlike manual prospecting, sales prospecting software allows you to quickly identify potential customers. Even in instances where salespeople can identify interested customers, 19% of salespeople struggle with getting in direct contact with decision-makers. Custom views. That includes how prospects are identified. Image Source.

Prospecting 76

Prospecting X-functional CRM Contact 76

SaaStr

MARCH 17, 2020

Learn from Talkdesk SVP of Client Services how to build a Customer Reference Program. How to create boundaries and norms with the sales team, how to find customer advocates, how to build and scale your program, as well as the difference between incentivized vs. reward program. Do we have to do these customer references?

Clients 57

Clients Service Customers Start-ups 57

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 110

Finance X-functional Launch Objectives and Key Results 110

Lead Fuze

DECEMBER 1, 2021

The company offered me $X,000. LinkedIn is the best platform for B2B products, but you need to have some activity on other platforms too. If you use a CRM like Hubspot or Salesforce, email functionality may already be built in. Before using another product, make sure it has the functionality you need. Contact made.

Appointment 52

Appointment X-functional Sales CRM 52

ConversionXL

AUGUST 27, 2019

In a marketing technology stack, a taxonomy includes the names of the actions people take and the naming structure for the values you store about your customers. These customer values are recorded as dimensions and metrics (as you can see in our tracking plan example below). And its data-layer functionality is versatile.

GTM 124

GTM X-functional CRM Technology 124

SaaStr

MARCH 1, 2019

Before joining Redpoint, Tomasz was the product manager for Google’s AdSense social-media products and AdSense internationalization. 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?

Contract 46

Contract Price Commission Conversion 46

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 83

Growth Cross-sell Contract X-functional 83

Hubspot

MAY 12, 2023

In the following two to three years, I’d like to build my internal communications and public relations skills so I can contribute further to the executive function.” How to answer : Walk your hiring manager through the steps you would take to calm this person down and take a message or divert them to another department, like customer service.

X-functional 76

X-functional Pitch Follow-up Clients 76

SaaStr

JULY 24, 2019

Gillian oversees Talkdesk’s Customer Success and Technical Support teams, partnering closely with customers to achieve their CX vision. At Talkdesk, we have achieved really amazing customer retention, net retention, advocacy, loyalty. The first is your customers have to have more stuff to buy. FULL TRANSCRIPT BELOW.

X-functional 54

X-functional Engineering Clients Start-ups 54

Sales Hacker

OCTOBER 19, 2018

The product can answer questions like, “What technologies does my target prospect use?” and “When did my target prospect implement our competitor’s product, so I can figure out when they may be up for renewal?”. To many who have used both products, this was a no-brainer and a welcomed acquisition.

X-functional 59

X-functional Technology Technology Sales 59

SaaStr

MARCH 10, 2020

We move boxes around the world for our customers. Or you have a business that your customer, no matter how big they may be, they don’t have the budget, they’re not going to find the budget, they do not value the revolution that software is bringing. There’s generally no contract in place.

Government 79

Government Up-sell Contract X-functional 79

SaaStr

AUGUST 15, 2020

362: The Future of the Customer with Bernadette Nixon, CEO @ Algolia, Jay Snyder, Chief Customer Officer @ New Relic, and Nick Mehta, CEO @ Gainsight. Customers’ expectations are higher than ever with more access to information and options. You can see the full video here , and read the podcast transcript below.

Retail 77

Retail Start-ups Drivers/motivators Up-sell 77

Sales Hacker

DECEMBER 1, 2020

He talks about the journey of a marketer leading the entire revenue function on the path to CEO. Outreach revolutionizes customer engagement by moving away from siloed conversations where different people in your company are talking to different people at the prospect, to a streamlined and customer-centric journey.

Growth 64

Growth Contract Pipeline B2B 64

SaaStr

JANUARY 21, 2020

At least two to three of your interview questions on your very first interview should be aligned specifically with your mission, vision, values and what you’re looking to uncover is do they have a passion for your customer and do they have a passion for the challenge that you’re attempting to solve? They came from medicine, right?

Quota 102

Quota Sales Healthcare Territory 102

SaaStr

MAY 10, 2019

As for Jason, prior to co-founding GoNimbly, he was Director of Product Management @ TradeShift and before that was VP of Product Management @ Lanetix. In This Episode We Discuss: * How Jason made his way from Director of Product Management at Tradeshift to changing the way we think about scaling revenue operations with GoNimbly. *

X-functional 52

X-functional SQL Pipeline GTM 52

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? We have over 1100 customers across the globe.

Price 59

Price Retail X-functional Healthcare 59

SaaStr

OCTOBER 30, 2020

390: Randy Rayess is the Co-Founder @ Outgrow, a growth marketing platform that enables marketers to build interactive content/tools to increase customer engagement and boost demand generation. How should customer success engage with interactive content? What can be done to make the sales and customer success teamwork so well together?

A/B testing 77

A/B testing X-functional Launch Start-ups 77

SaaStr

AUGUST 26, 2022

How do they get their customer? So sell your product. X this year. It didn’t even have custom tabs. Don’t go from a $10 a month product to 1 million dollars a year. That it’s a good conservative bet to accelerate that six or nine months in your product roadmap. What’s their NRR?

Quota 80

Quota Growth Product Closing 80

SaaStr

NOVEMBER 2, 2019

* What does Krish mean when he says, “In SaaS, you either sell to one of 2 customer profiles”? Does one have to expand the product line to retain customers? First, what is continuous customer development? How should this data feedback into your product roadmap and pipeline? * Does one have to move to enterprise?

GTM 51

GTM Price Up-sell Product 51