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 having this feeling of disconnected functional areas, everyone in the company knows what to work on. So, sales in my view is best run on a quarterly plan.

Finance 111

Finance X-functional Launch Objectives and Key Results 111

Sales Hacker

MAY 9, 2019

Create a 2-Page Contract and Get Mutual Commitment [TEMPLATE PROVIDED]. Here’s a simple example to begin with that covers the SDR, AE and Customer Success Manager (CSM) functions: Table 1. For example, within the FedTech space, sales contracts can be established with 3 years of commitment. Set Targets.

SQL 103

SQL Commission Customers Non-Profits 103

SaaStr

NOVEMBER 21, 2020

I look at my experience through those companies, and I learned a lot about enterprise software sales, about buying patterns, about functions like product management and product marketing, and how they fit into a well functioning and operating company. So for us, it was relatively late in the game.

E-commerce 102

E-commerce Manufacturing X-functional Retail 102

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

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 78

Retail Start-ups Drivers/motivators Up-sell 78

SaaStr

FEBRUARY 25, 2020

To go catch their son or daughter’s soccer game. 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.

Prospecting 88

Prospecting Customers Promote X-functional 88

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 83

Growth Cross-sell Contract X-functional 83

Hubspot

FEBRUARY 11, 2019

Go to Product Hunt , a constantly updated curation of the newest apps, websites, and games, for digital inspiration. Ask everyone to come prepared to discuss a certain product category or question, such as, "What's your favorite type of X and why?" You can also attend local entrepreneurship events to meet potential partners.

Minimum Viable Product 101

Minimum Viable Product Legal X-functional Networking 101

SaaStr

JANUARY 21, 2020

I love a good game of ping pong. I know everyone likes ping pong, but I like quiet investor meetings. My velocity lane, PatientPop’s SMB SaaS, eight units a month, $13,500 contract. Calls, emails, connect rate, demos, performs, wins, average contract value. We’re not going to talk about ping pong.

Quota 102

Quota Sales Healthcare Territory 102

SaaStr

MAY 10, 2019

Those are people that want to buy your product, potentially, and you are treating them like it’s a bond game. That’s an internal function, but to the customer it shouldn’t be obvious that that’s their obligation, right? So typical SDR maybe meet general [inaudible 00:13:58] or something like that.

X-functional 54

X-functional SQL Pipeline GTM 54

SaaStr

AUGUST 26, 2022

A few can, Andreessen and maybe Sequoia, but 99% of the VCs you meet, legally, they can only invest in startups, whether they’re late stage or early stage. So you have to try twice as hard, meet twice as many people and maybe be eight times as patient, not twice as patient. X this year. VCs mostly can’t do this.

Quota 79

Quota Growth Product Closing 79

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

PandaDoc

MAY 8, 2023

Note: If you’re using Zendesk Sell, be sure to check out the PandaDoc x Zendesk Sell integration for even faster document creation. That, combined with its visibility and access control tools can make it something of a game changer for businesses aiming to provide self-service customer support. Ease of use: 8.8/10 Ease of use: 7.9/10

Service 52

Service Product Customers E-commerce 52

SaaStr

OCTOBER 30, 2020

In Today’s Episode We Discuss: * How Randy made his way from the world of PE with Silver Lake to changing the game of digital marketing with Outgrow? 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 79

A/B testing X-functional Launch Start-ups 79

SaaStr

JULY 2, 2020

You’re telling me mathematically the answer is going to be X, but I can’t understand why. And is there ever a case for too small a contract to start? Harry Stebbings: I want to start to stay on the buzzword of AI and all enterprise boardrooms are talking about it. We think that’s really core to how we do things.

Customers 114

Customers Contract Price Education 114

SaaStr

AUGUST 19, 2020

And it really, it changed the game and people really embrace that, but we didn’t stop there. So clearly it wasn’t a very popular person on Twitter for several days or weeks, but really, this move allowed us to stay in the game and continue to improve our product. We also raised prices by 30 to 40% at the same time.

E-commerce 101

E-commerce Price Start-ups Growth 101