SaaStr

MARCH 31, 2022

Rico Mallozzi: So marketplaces are fundamentally changing, go to market motions for a lot of enterprise technology companies. And with that being said, today we’re going to discuss how you assess that, how you become successful on these. You need to get those transactions to kind of get that high velocity movement going.

Cross-sell 82

Cross-sell Finance Strategize Technology 82

Lead Fuze

DECEMBER 1, 2021

SMB and mid-market businesses may be tempted to go straight into the Enterprise market. Those deals are large, with 3 year contracts and prestigious logos. One of the most important parts about being a successful SaaS company is understanding how to go-to market. We even included some examples for you.

Product 40

Product Account management Contract Price 40

Lead Fuze

JANUARY 1, 2022

OEM licenses are larger than direct to end-user contracts because the licensee is usually pushing out software to their entire customer base or a large portion of it. One OEM contract can give thousands or tens of thousands access to licensors software. Market exposure. Licensing OEM software Sellers. Exclusivity.

Negotiate 52

Negotiate Profit margin Contract GTM 52

Sales Hacker

SEPTEMBER 11, 2020

This funding generally gives the company a couple of years to further develop its products, team, and begin to tackle its GTM (go-to-market) strategy. Conduct an RFP process and negotiate contract terms among the front-runners. – Marcus Lo, Head of Finance, Crunchbase. Go Find Your Unicorn.

Sell 77

Sell Minimum Viable Product Objectives and Key Results Cross-sell 77

Sales Hacker

DECEMBER 2, 2019

Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM. Create custom contracts in a click, sign them digitally, and automatically pull data back into your opportunities. Most recently she worked at Crayon, which is an early-stage market intelligence platform.

Strategize 52

Strategize Contract Strategic planning Drivers/motivators 52

CloserIQ

APRIL 8, 2019

If the CEO isn’t talking to customers, talking to sales, or talking to finance experts, then pricing could be responsible for the company’s most heart-wrenching challenges—challenges that the team doesn’t even realize are related to pricing because it’s never a point of discussion, research or reconsideration. Conclusion.

Price 59

Price Finance Sales Contract 59

SaaStr

JANUARY 17, 2020

To date, Automation Anywhere has raised over $840m in financing from Salesforce Ventures, Workday, General Atlantic and NEA, to name a few. What other elements of the contract should startups really spend a lot of time focusing on? I think letting a customer tell your story is a very, very powerful way from a go-to market standpoint.

Pitch 53

Pitch Contract Objectives and Key Results Negotiate 53

Sales Hacker

JANUARY 13, 2021

OEM licenses are significantly larger deal sizes than direct to end-user contracts because the licensee is usually pushing out the software to their entire customer base or a large portion of their customer base. One OEM contract can give thousands or tens of thousands of end-users access to the licensor’s software. Exclusivity.

GTM 74

GTM Profit margin Negotiate 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 107

Contract X-functional Objectives and Key Results Legal 107

Sales Hacker

JUNE 16, 2021

The mandate for sales enablement is to increase the effectiveness of their go-to-market (GTM) strategy by providing coaching, training, and introducing sales enablement platforms and tools. Select a vendor: Work with your finance and legal teams to make sure the contract terms are acceptable. What is sales enablement?

GTM 99

GTM Contract Quota CRM 99

Sales Hacker

APRIL 21, 2021

It may take days before the rep can actually send a contract for signature. The marketing team ran a super successful campaign and generated hot leads. Once you’ve done that schedule lunch or coffee with the finance leader in their organization (or prof. Full time offer with Intel on their strategic finance team.

Finance 100

Finance GTM Cross-sell SQL 100

Sales Hacker

SEPTEMBER 2, 2020

This is where a sales rep physically meets a potential customer to discuss needs, budgets, volumes, prices, requirements, timelines, and other contract details. Companies with small customer counts (10-100) and large annual contract values ($100,000+). That kind of contract size almost always requires an in-person meeting!

Inside sales 108

Inside sales Cold Call Contract Price 108

Salesforce

SEPTEMBER 27, 2021

Add to that, the company had previously signed a three-year contract with Slack for several thousand users, and five months later, it had blown past that allotment. Their contract was originally in our mid-market segment, but they outgrew our segment lines, which brought them into our enterprise team. see what's new.

Closing 98

Closing Contract Legal Cross-sell 98

Sales Hacker

AUGUST 25, 2023

We’ll continue on our mission to provide real stories/strategies/insights from the best go-to-market operators on the planet, spanning sales, marketing, customer success, operations/enablement, product and hiring. Oh, and remember that 92% of the lifetime value comes after they commit and sign the contract! Very simple.

GTM 52

GTM Contract Cross-sell Account management 52

SaaStr

AUGUST 27, 2019

How to Design a Sales Comp Plan to Get You to $100M with Work-Bench, Movable Ink, MongoDB and Concert Finance. Sanj Sanampudi | Co-Founder & CEO @ Concert Finance. First step, we have who has worked with a number of SAAS companies in New York City as a CFO, and is now CEO of Concert Finance, a sales commission platform.

Territory 53

Territory Contract Cross-sell Drivers/motivators 53

SalesLoft

JUNE 21, 2022

Your legal and finance teams are likely reviewing and negotiating vendor contracts. Sales Management, Finance, and Legal Teams. Multiple contracts to negotiate and manage. That’s right, it isn’t just a revenue issue. IT is ensuring security compliance and compatibility for each software application. Points of Failure.

Negotiate 52

Negotiate Legal Finance Technology 52

SaaStr

MAY 27, 2020

So people were paying people to take their futures contracts. Why is financing hard right now? It’s very difficult to get financed. So the market hates uncertainty. And then one day the whole market resets to the seven times. So that kind of price discovery makes financing very difficult.

Finance 78

Finance Government Price Contract 78

Sales Hacker

NOVEMBER 15, 2017

Average Contract Value. AB Testing (or Split Testing) is an experiment involving two variants, usually for measuring and comparing market response to each. Annual Recurring Revenue (ARR) is the value of contracted, often subscription-based revenues normalized for one calendar year. Go-to-Market Strategy.

B2B 99

B2B E-commerce Cold Call Represent 99

Sales Hacker

FEBRUARY 5, 2019

If you have a product that is absolutely crushing it in SMB/mid-market, you may be tempted to dive straight into the Enterprise market. Who could avoid dreaming of those seven-figure deal sizes, 3-year contracts, and trophy logos? Related: The SaaS Executive’s Guide To Building A Winning Go-To Market Strategy.

Product 58

Product Contract Cross-sell Account management 58

SaaStr

MARCH 12, 2019

As for Erica, under her CRO role, she leads all go-to-market functions including Marketing, Sales, Operations, Customer Success, Services, and Support. As for Erica, under her CRO role, she leads all go to market functions including marketing, sales, operations, customer success, services, and support.

Contract 69

Contract Sports Cross-sell Start-ups 69

SaaStr

AUGUST 20, 2020

To date the company has raised over $132M in financing from some of the best in the business including Sequoia, a16z, Index, Greylock and Kleiner Perkins to name a few. We had so many inbound referrals, and in terms of recruiting and hiring, people knew that there were a lot more roles on the go-to-market and business side.

Sales 78

Sales Price Quota Start-ups 78

SaaStr

AUGUST 5, 2019

And recently we raised around from Goldman Sachs in September of last year to fuel our go-to-market expansion. And so the initial sale to us in a SaaS situation is all about establishing that value contract. What is the value that the customer is going to see? They are like Kleiner Perkins, Google Ventures.

Gaming 67

Gaming Customers Construction Contract 67

SaaStr

JUNE 2, 2021

And I can’t make out a single logo, which of course is purposeful, just to show how crowded marketing tech is. It’s the same in sales tech, the space we’re in, in finance tech, in develop deployment tech. Whatever part of SAS you’re in, it’s crowded, and there’s an incumbent you’re up against.

Sales 98

Sales Up-sell Price Start-ups 98

SaaStr

JUNE 16, 2020

Matt Garratt: All of our mid-market business and we are going to be talking about how our portfolio companies and how Salesforce ventures, and how Salesforce is shifting our go to market strategies during these very uncertain times and really excited to have Adnan here, one of the best sales leaders I’ve ever had the privilege of working with.

GTM 64

GTM Healthcare Pipeline Sales 64

Sales Hacker

DECEMBER 8, 2020

Having founded his first company at age 15, Luke Rogers, now VP: sales at Instabase, is determined to turn the world of technology upside down in more ways than one, a passionate believer that experiences is the least important quality when building an elite go-to-market team. The world of tech sales must become a more diverse place.

Sales 98

Sales E-commerce Technology Technology 98

SaaStr

OCTOBER 22, 2020

But I think the ultimate test of that, you want to launch when you know you have repeatability in your go-to-market. Harry Stebbings: Can I ask in terms of the measurements in that pipeline, I always believe that it has to be tied, when you’re measuring marketing team success, it has to be tied directly to a revenue number.

Pipeline 67

Pipeline Cross-sell Launch Start-ups 67

SaaStr

JULY 29, 2022

I think it is possible to get some revenue-based financing here, for sure, both from SVB and others, and also new emerging vendors from Pipe and on, you can get some. And it became a massive capital sink, as the company changed its go-to market around five million in revenue. It’s really an existential challenge.

Price 89

Price Product Start-ups Niche 89

The Lost Book of Sales

JULY 12, 2021

What they will say instead, both to each other and to the rest of the industry, is "Great technology — too bad they can't market." " You are not likely to get financing from anybody with experience. The quotation marks around data are key, of course, because we are still operating in a low-data situation.

Cross-sell 52

Cross-sell Niche Objectives and Key Results Price 52

Sales Hacker

DECEMBER 17, 2019

Take control with a DocuSign agreement cloud, a suite of tools that automated sales contracts and quotes all in your CRM. Great custom contracts, get them signed and pull data back into your opportunities. The second thing is that customer financing is a really powerful thing. The first is DocuSign. That’s the first thing.

Contract 52

Contract Cross-sell Sales Up-sell 52

SaaStr

JULY 19, 2019

Why is it no longer to come into large enterprises with a small contract and expand? Peter Yared: Definitely I’ve had a lot of experience building teams, I’ve had a lot of experience with go-to-market. They’re doing customer service, and accounting, and finance, and inside sales.

Cross-sell 53

Cross-sell Up-sell Start-ups Engineering 53