SaaStr

JANUARY 24, 2022

Quickly, though, your attention turns to initial traction, your first critical hires, and building out those early business functions. With early revenue, you start thinking about churn and scalability of every aspect of the business, including product, infrastructure, customer support, sales and marketing. Your focus expands.

Finance 129

Finance Contract X-functional Start-ups 129

Search Engine Land

DECEMBER 28, 2023

New Google Analytics custom channel groups on March 15. New item-scoped custom dimensions for GA4 on March 17. GA4 rolls out custom funnel reports on May 3. 33 new ecommerce dimensions and metrics for the GA4 customer report builder on July 24. New GA4 customization features for 360 customers on Oct.

Retail 123

Retail X-functional Launch Non-Profits 123

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 102

X-functional Clients Growth Start-ups 102

The 5% Institute

AUGUST 7, 2023

The role of an account manager goes beyond mere customer service – it involves nurturing client relationships, driving revenue growth, and enhancing a company’s reputation. The Art of Negotiation Negotiation skills are indispensable when managing contracts, pricing, and terms.

Account management 52

Account management Negotiate X-functional Cross-sell 52

Sales Hacker

APRIL 10, 2018

How to map your GTM strategy to different customer segments. 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. How to Segment B2B Your Customers.

Go To Market 72

Go To Market GTM X-functional Territory 72

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

Partners in Excellence

JULY 15, 2015

Recently, he wrote a post, The Buying Formula: Here’s How Your Customers Make Purchase Decisions. Each of these things impact the buying formula Jeff establishes: CD x CF > C + F (If you want to know what it means, read Jeff’s article ). For the Controller: CD CTLR x FP CTLR > C CTLR + F CTLR.

B2B 93

B2B X-functional Finance Drivers/motivators 93

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 89

Commission Quota X-functional Non-Profits 89

PandaDoc

OCTOBER 13, 2022

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. Upon conversion, teams usually hand off leads externally to customer success managers and KAMs. Our approach to sourcing data.

X-functional 52

X-functional Territory CRM Lead generation 52

Salesforce

NOVEMBER 20, 2023

Send an advance copy of the contract or a prepared quote so all decision-makers can review sales details before the call. He suggests leading with a compelling proof point from a customer case study where you’ve delivered solid results. The contract period is pretty long. Do you agree it’s a good solution for you?”

Objectives and Key Results 69

Objectives and Key Results Pitch X-functional Sales 69

InsightSquared

JANUARY 12, 2018

While sales leadership may sign on the dotted line for new vendor contracts, the responsibility of onboarding, implementation and training falls on the sales ops team. Most of them are made for the masses so your workflow nuances are typically where the customization needs to happen.

Transportation 54

Transportation X-functional Contract Sales 54

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. Custom prospect list building and management.

Prospecting 74

Prospecting X-functional CRM Contact 74

Sales Hacker

AUGUST 3, 2020

Your final math is 2 x $110K + $50K for fractional manager + $40K in tools = $310K. The average company in the SaaS space has a 16 month CAC (Customer Acquisition Cost) payback. That means that for our $50K ACV (Annual Contract Value) product, you can spend up to $67K to acquire a customer, and you’d be fine.

Pipeline 91

Pipeline X-functional Commission Clients 91

InsightSquared

JANUARY 12, 2018

While sales leadership may sign on the dotted line for new vendor contracts, the responsibility of onboarding, implementation and training falls on the sales ops team. Most of them are made for the masses so your workflow nuances are typically where the customization needs to happen.

Transportation 75

Transportation X-functional Sales Contract 75

Lead Fuze

DECEMBER 1, 2021

The company offered me $X,000. 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. When I send a proposal, I also include the contract. There are many different ways to find new clients and generate leads.

Appointment 52

Appointment X-functional Sales CRM 52

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 74

X-functional Pitch Follow-up Clients 74

InsightSquared

JANUARY 12, 2018

While sales leadership may sign on the dotted line for new vendor contracts, the responsibility of onboarding, implementation and training falls on the sales ops team. Most of them are made for the masses so your workflow nuances are typically where the customization needs to happen.

Transportation 54

Transportation X-functional Sales Contract 54

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

Why pay for two very effective sales intelligence tools, when you can consolidate your already complicated tech stack into one, and spare yourself the wrath of having to ask your finance team to sign two contracts? Companies and t heir spend may grow but their number of tools generally will not, according to this data. .

X-functional 58

X-functional Technology Technology Sales 58

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 78

Government Up-sell Contract X-functional 78

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 63

Growth Contract Pipeline B2B 63

SaaStr

AUGUST 7, 2020

” Matt Garratt: But then when you start to grow and you start to get these customers, you see some really nice benefits. We have over 1100 customers across the globe. Do you have customers? There’s heavy services, at least 30 to 45% versus best-in-class that want to be less than 10%.” Trisha Price: Yes.

Price 58

Price Retail X-functional Healthcare 58

SaaStr

AUGUST 9, 2019

Ep 255: Vikas Bhambri is SVP Sales and Customer Experience @ Kustomer, the startup providing Real-time, actionable views of customers with continuous omnichannel conversations and intelligence that automates repetitive, manual tasks. When should one look to hire their first customer success reps? Vikas Bhambri: Yeah.

Finance 52

Finance X-functional CRM Engineering 52

SaaStr

MARCH 26, 2024

Trust is a big deal with customer support. One SaaStr fan asked what role company employees play with AI and providing accuracy to customers. “95% It’s challenging to find super high-quality folks unless you’re in B2C, where customer support is sales. It’s tough for folks to staff these functions. Is SaaS dead right now?

Price 91

Price X-functional Growth B2B 91

Sales Hacker

MAY 9, 2019

It needs to provide fair compensation to employees in customer-facing roles. It needs to incentivize specific behaviors and actions that suit the needs of both the company and the customer. Create a 2-Page Contract and Get Mutual Commitment [TEMPLATE PROVIDED]. What if you need 4 SDRs and 2 CSMs to bring on those customers?

SQL 102

SQL Commission Customers Non-Profits 102

Sales Hacker

SEPTEMBER 29, 2020

Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam Jacobs: Today on the show, we’ve got Vishal Sunak, CEO and co-founder of LinkSquares, a company that applies AI to your contract. Sam’s Corner [28:45]. Show Introduction [00:10]. Check them out.

Contract 107

Contract X-functional Objectives and Key Results Legal 107

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. The new joint solution is improved by having the OEM technology embedded into its application, providing increased value to the end customer.

GTM 74

GTM Profit margin Negotiate Contract 74

Salesforce

OCTOBER 26, 2021

To ensure predictable growth that offered customers digital-first, low-cost entry to products and services, businesses rolled out subscriptions. They also turned their focus to long-term customer success instead of one-off sales, reinvesting in employee retention to ensure there was no gap in customer relationships. “It

X-functional 98

X-functional Sales Growth Contract 98

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 does Krish think your customer acquisition and GTM strategy has to change with the movement from SMB to enterprise?

GTM 51

GTM Price Up-sell Product 51

SaaStr

JANUARY 10, 2020

297: Bob Moore is the Founder & CEO @ Crossbeam, the startup that helps companies find overlapping prospects and customers while keeping the rest of their data private and secure. How important is it to own the entire customer journey? Why is this? What are the drivers of its death? At what scale does that become impossible?

X-functional 52

X-functional Start-ups Drivers/motivators Go To Market 52

PandaDoc

APRIL 24, 2020

Here are the most unique highlights at this tier: PandaDoc offers superior customer support, a payment gateway, access to the document editor, and a robust template library. SignRequest is the only DocuSign competitor we saw offering customer branding at an individual-tier price point. Personal plans.

Price 59

Price X-functional CRM Follow-up 59

PandaDoc

FEBRUARY 27, 2023

They’re used to inform the customer and help you get closer to your deal. If they agree, the deal is finalized by the signing of a contract. The techniques you employ will depend on the product, vertical, customer, and other factors. As this is a “summary”, you don’t want to overwhelm the customer with too many details.

Closing 52

Closing Contract Technique Objectives and Key Results 52

SaaStr

APRIL 30, 2022

Average Revenue per Customer. Customer Lifetime Value (LTV). Customer Acquisition Cost (CAC). & One is customers. Customers love SaaS products and tools because it simply works. Two is the growth of your existing customers. It’s basically lost customers. Average revenue per customer.

Price 91

Price Launch X-functional Contract 91

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Average lifetime value (LTV) of user or customer. Average contract value (ACV). Customer acquisition cost (CAC). Retention rate of partner customers. Revenue by product or product line.

X-functional 93

X-functional Cross-sell Quota Contract 93

PandaDoc

APRIL 12, 2022

Customer success metrics are the bread and butter of the SaaS industry, especially when it comes to business operations. In many cases, all aspects of the business — from product expansion to feature development — revolve around customer metrics and feedback. 7 customer success metrics for SaaS. Customer Effort Score (CES).

Customers 52

Customers X-functional Promote Price 52

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 56

Clients Service Customers Start-ups 56

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