SaaStr

APRIL 30, 2024

2023 saw the team grow from 6-10 reps, which is pretty modest, and they built an SDR function. At the end of ‘22, they started a small pilot and grew that function from one and two BDRs to a team of 10 and then 12. The growth engine from both sales and marketing should to be working before you add gas to it. They grew 2.5x

Go To Market 101

Go To Market GTM X-functional Objectives and Key Results 101

SaaStr

JANUARY 10, 2020

In terms of replacement, what does Bob believe will be the emerging trends in SaaS Go To Market that will replace it? * Bob Moore: And I was t nerdy engineer in college, so getting the opportunity to have to pitch, it’s really a sales job at the end of the day. How important is it to own the entire customer journey?

X-functional 52

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

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

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]. What is LinkSquares?

Contract 108

Contract X-functional Objectives and Key Results Legal 108

SaaStr

NOVEMBER 2, 2019

How does your customer success and customer support functions change with the move to enterprise? Krish Subramanian: We are software engineers by training. A classic example is a Shopify selling to, let’s say, contract. What are the biggest challenges in making this transition? That’s the beauty of that business.

GTM 49

GTM Price Up-sell Product 49

SaaStr

NOVEMBER 21, 2020

Tripod was a search engine there, which exited to AltaVista. Both of us and our third co-founder, Jason Purcell, were at a company called Endeca, which was a search engine for e-commerce, exited to Oracle for over a billion dollars in 2011. And that’s distinct from the X in the cloud pattern that was the first generation.

E-commerce 101

E-commerce Manufacturing X-functional Retail 101

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? And the first one as you said, Harry, is around annual contracts.

Contract 45

Contract Price Commission Conversion 45