Sales Hacker

APRIL 1, 2025

And we were like, no, um, let’s get the engineering product teams involved, get that voice of all the gaps, the things that. Our, um, [00:36:00] tech services consulting group at IBM was structuring a major outsourcing contract with Merrill, and it was to outsource all their back office operations. Um, your functions.

GTM 63

GTM Up-sell Start-ups Gaming 63

Hubspot

FEBRUARY 12, 2025

So, we decided to create a tool that could scan individuals Twitter (now X) profiles and generate content tailored to the individual. When we launched, we simply shared the link on X, hoping a few dozen users might try it out. Our programming team built a context engine using Large Language Models (LLM). Healthcare.

Minimum Viable Product 36

Minimum Viable Product X-functional Healthcare Territory 36

SaaStr

JUNE 23, 2025

months is reshaping how software gets built TL;DR: The New Dev Platform Reality In June 2025, Replit CEO Amjad Masad dropped a bombshell on X: his company had crossed $100M ARR, up from just $10M at the end of 2024. That’s 10x growth in less than 18 months—making Replit one of the fastest B2B scale stories in recent history.

X-functional 85

X-functional Price Growth B2B 85

Partners in Excellence

JULY 15, 2015

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 ). So what drives the CIO in making the decision is different than those in the finance function. For the Controller: CD CTLR x FP CTLR > C CTLR + F CTLR.

B2B 105

B2B X-functional Finance Drivers/motivators 105

Hubspot

APRIL 2, 2018

Do you have any questions about the contract?". I’ve CC’d our lead engineer to speak to your concerns.”. We’d already agreed on X price. If we can come down to X price, would you sign today?”. You might be interested in our newest Feature X. ". Contract questions. Things to Say On the Phone. “I

Prospecting 101

Prospecting X-functional Contract Cross-sell 101

SaaStr

JULY 20, 2024

So, as you’re considering hiring your VP of Sales or Engineering, find a great executive recruiter to work with and eat the bill. Aligning and Scaling the GTM Engine One of the core functions when hiring talent is engineering, product, and design. How do you do that? Why did they do this?

GTM 119

GTM X-functional Engineering Referrals 119

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 117

Contract X-functional Objectives and Key Results Legal 117

Salesforce

JANUARY 22, 2024

It will affect vocations such as customer operations, marketing and sales, software engineering, and research and development. For example, high-paying roles like prompt engineer — essentially, a master of the art of crafting prompts for GPT interfaces — and AI product manager are currently trending on popular job search sites.

Healthcare 122

Healthcare X-functional Engineering Technology 122

Search Engine Land

SEPTEMBER 1, 2023

Average contract value is then the same as in AOV for ecommerce. Average contract value is then the same as in AOV for ecommerce. So, based on the amount of SQLs, calculate how many leads might close and how much those contracts are worth, subtract operational costs, and then you’ve got the estimated gross revenue generated from SEO.

CTR 123

CTR X-functional Profit margin Contract 123

Search Engine Land

DECEMBER 28, 2023

Google antitrust trial Google spent 10 weeks on trial for allegedly using underhand tactics to ensure it stays the world’s leading search engine. In September, the search engine was taken to court by the U.S. That’s just not what we do.”

Retail 116

Retail X-functional Launch Non-Profits 116

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 120

Go To Market GTM X-functional Objectives and Key Results 120

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 88

GTM Negotiate Profit margin Contract 88

SaaStr

JUNE 13, 2019

In addition, we believe that this data is representative, because if you look at the different kinds of buyers from the respondents, you see it spans everything from operations and marketing to sales and engineering, even down to legal. Contract length. How long should a contract be in order to maximize conversion rate?

Contract 101

Contract Price X-functional Conversion 101

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. So, the first system is a sales finance system, so let’s start with sales.

Finance 117

Finance X-functional Launch Objectives and Key Results 117

SaaStr

APRIL 30, 2022

Just to say a little bit more about this, if you look at the sales functions are structured. Customer success teams are basically about building at scale this self-serve engine. It depends on the length of the contract, if there’s a contract. He knows his cost item, his cost line, and his PNL is gonna be X.

Price 98

Price Launch X-functional Contract 98

Hubspot

DECEMBER 23, 2022

For more advanced functionality, HubSpot offers premium features in the Starter, Professional, and Enterprise versions of Sales Hub. Prospect monitoring functionality. This allows you to use the “Persona Lookalike” functionality that suggests prospects based on your ideal client persona. Artificial Intelligence (AI).

Prospecting 90

Prospecting Contact X-functional CRM 90

Sales Hacker

JUNE 20, 2019

Engineered as much automation as we could in our sales process. Think about it… You’re bcc’ing your emails, CTA making your dials, and tracking opens on every email, contract, and piece of content your team sends out. Join in and listen to your top sales rep fume about internal politics, while prospect X bails on the call again.

Quota 86

Quota X-functional Strategize Start-ups 86

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’ve added a technical account manager function.

X-functional 62

X-functional Engineering Clients Start-ups 62

SaaStr

FEBRUARY 25, 2020

Because it’s not so much focused around X, Y, Z NPS score. If you sat and you said, “Okay, we sign a customer, we process their contract, we have to get them provisioned. They got a verbal, they’re like, we’re going to get a contract this is a scrape. Maybe, maybe not. We got one in the middle here.

Prospecting 93

Prospecting Customers Promote X-functional 93

Sales Hacker

DECEMBER 1, 2020

He talks about the journey of a marketer leading the entire revenue function on the path to CEO. Because what we found is that one of the low points of any customer experiences, the moment after the contract is signed, all the good will and momentum that you create in the sales cycle is lost. As everyone suddenly forgets your name.

Growth 83

Growth Contract Pipeline B2B 83

PandaDoc

OCTOBER 13, 2022

Lead generation X ? Social media integration X ? Free version X ? Lead generation X ? Social media integration X ? Free version X X 24/7 customer service ? Lead generation X ? X Mobile access ? ? Social media integration X ? Free version X ? Lead generation X ?

X-functional 52

X-functional Territory CRM Lead generation 52

SaaStr

APRIL 23, 2019

Building the basic functionality. And we had a lot of experience with payments, and engineering, but with U.S. It was basically engineering and design. And I think we did two X what we thought we were going to do. A lot of people are engineers, and they’re like, “Oh, I’m going to buy one billboard.

Launch 85

Launch Pitch Niche Negotiate 85

SaaStr

AUGUST 7, 2020

The secret to building more than one is reusing components so that you don’t have six engines that do the same thing, that you reuse that engine and you get to use what we call metadata to reimagine it for each one of these industries. You can see it right behind you going across the bridge but can you see 10 X?

Price 81

Price Retail X-functional Healthcare 81

SaaStr

MARCH 26, 2024

As a founder, you need to be more involved in functional areas like sales support and success. It’s tough for folks to staff these functions. Give everyone x amount of money to go find the best one. App contraction is still happening, and AI is absorbing all of the energy in the industry. Is SaaS dead right now?

Price 119

Price X-functional B2C B2B 119

SaaStr

AUGUST 15, 2020

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. That doesn’t mean to say, you’re going to do away with the functions. It cannot work in the future because that isn’t how society functions. I mean, what do they do?

Retail 107

Retail Start-ups Drivers/motivators Up-sell 107

SaaStr

MAY 14, 2023

Nicolas has a PhD in computer science, search engine background, text mining, worked in search for a long time. An engineering team and the sales team was me with a laptop. Everything else was in Europe, engineering was in Portugal. We created a search engine able to run locally on a mobile device with limited hardware.

Price 109

Price Start-ups Up-sell X-functional 109

SaaStr

MARCH 12, 2019

Awesome revenue growth on the X axis, awesome revenue retention on the Y. It was all about getting the contract. Once you had the contract, all the servers were set up, you flew in your professional services people, it took six months to set it up, it took six months to train people, and the product sucked, but it didn’t matter.

Growth 105

Growth Cross-sell Contract X-functional 105

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 117

E-commerce Manufacturing X-functional Retail 117

SaaStr

JULY 2, 2020

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. As for Kurt, he joined the company over five years ago and has risen from AAE to VP of EMEA to VP of sales engineering to today as chief customer officer.

Customers 117

Customers Contract Price Education 117

SaaStr

AUGUST 26, 2022

X this year. You don’t have to do every single function to still get a customer. For all these types of categories, I know it’s trite, but you just have to find your 10 X feature that someone will buy. Maybe doesn’t have to send the contract out for his signature, but you never, ever, ever get the time back.

Quota 98

Quota Growth Product Closing 98

SaaStr

OCTOBER 30, 2020

If I have a recommendation engine or a calculator or a greater I’m personalized information, I’m giving you based on the information you’re giving me. And third for this specific content type and this specific content piece, does it make sense for me to ask for function and company size and phone number, etc.

A/B testing 110

A/B testing X-functional Start-ups Launch 110

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 64

Contract Price Commission Up-sell 64

PandaDoc

MARCH 7, 2023

This includes corresponding with engineering or IT for technical questions or CS for warranty concerns. Typical actions that close a sale include final quotes, agreed negotiations, deposits, and the signing of contracts and other legal documents. You can automate proposal and contract generation to help finalize sales in no time!

Process 52

Process Objectives and Key Results Pitch Sales 52

SaaStr

AUGUST 9, 2019

Why the “strongest” conversations need to happen between engineering and marketing. So one of the things that I did, pretty early on here as we knew we were going to scale the team, was I set up an enablement function. So that certainly puts a challenge on the engineering team to look at, but I think it’s a win-win.

Finance 60

Finance X-functional CRM Engineering 60

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.

Price 61

Price GTM Up-sell Product 61

SaaStr

FEBRUARY 21, 2020

So don’t be too upset if you’re not yet at the four X number, but know for sure that if you don’t get beyond that, you’re not going to have a very profitable company in the long run. You do want a clear contract to exist between sales and marketing for the number of MQLs that they have to deliver.

Non-Profits 85

Non-Profits Up-sell Start-ups Product 85

SaaStr

JANUARY 10, 2020

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. Bob Moore: At that 50 plus era, there’s a function for this. And in that world, you better believe that the partnerships function was a very first function.

X-functional 60

X-functional Start-ups Drivers/motivators Go To Market 60