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 52

X-functional Engineering Clients Start-ups 52

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 67

Growth Contract Pipeline B2B 67

Sales Hacker

OCTOBER 11, 2024

We teamed up with him to break down the framework he uses to turn sales teams into predictable, high-performing revenue engines – let’s get into it. For example: Revenue is driven by metrics like win rate, ACV (average contract value), and number of deals closed. You can’t change what’s already happened.

GTM 97

GTM X-functional Pipeline Construction 97

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 50

Finance X-functional CRM Engineering 50

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 113

Contract X-functional Objectives and Key Results Legal 113

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 80

GTM Negotiate Profit margin Contract 80

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 59

Price Retail X-functional Healthcare 59

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 97

Price X-functional Growth B2B 97

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 65

Launch Pitch Niche Negotiate 65

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 53

X-functional Start-ups Drivers/motivators Go To Market 53

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 104

Go To Market GTM X-functional Objectives and Key Results 104

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 109

Finance X-functional Launch Objectives and Key Results 109

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 97

Price Launch X-functional Contract 97

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 49

Price GTM 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 104

E-commerce Manufacturing X-functional Retail 104

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 85

Contract Price X-functional Conversion 85

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 46

Contract Price Commission Conversion 46

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 97

Price Start-ups Up-sell X-functional 97

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 82

Retail Start-ups Drivers/motivators Up-sell 82

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 Legal 52

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 84

Prospecting Customers Promote X-functional 84

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 87

Growth Cross-sell Contract X-functional 87

SaaStr

JANUARY 3, 2020

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 10

Contract Price Commission Conversion 10

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 87

Quota Growth Product Closing 87

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 72

Non-Profits Up-sell Start-ups Product 72

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 78

A/B testing X-functional Start-ups Launch 78

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

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 109

Customers Contract Price Education 109

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 74

Quota X-functional Strategize Contract 74

SaaStr

AUGUST 19, 2020

More specifically, you want to identify the single gear of your growth engine that’s really slow or stalled where you bring to bear overwhelming force. I had the good fortune to be at Google X for a time and be surrounded by just amazing human beings. It’s really to rally around facts and data as opposed to opinions.

E-commerce 103

E-commerce Price Start-ups Growth 103