Sales Hacker

DECEMBER 1, 2020

Building and leveraging a differentiated brand as a growth amplifier [22:29]. He talks about the journey of a marketer leading the entire revenue function on the path to CEO. What I think is a really compelling product for a good two and a half years. A career marketer’s advantage in growing holistic revenue [17:54].

Growth 63

Growth Contract Pipeline B2B 63

PandaDoc

OCTOBER 13, 2022

Any sales rep can drag and drop stages and figure out how to optimize the sales pipeline for a specific segment, product type, or scenario. Lead generation X ? Social media integration X ? Free version X ? Being at the top of the heap, Salesforce sets a comparatively high price for its product. Document storage ?

X-functional 52

X-functional Territory CRM Lead generation 52

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 54

X-functional Engineering Clients Start-ups 54

SaaStr

MARCH 10, 2020

At any rate, we’re on track to have a productive year after 442 million in sales last year, all on the back of doing one thing, we provide an incredible customer experience. There’s generally no contract in place. Obviously, all of you have found a product market fit, it sounds like. We are not a software business.

Government 79

Government Up-sell Contract X-functional 79

SaaStr

JANUARY 10, 2020

Or hey, we’re having all these arguments internally about whether we should take the product down this road or that one. Let’s hire an amazing VP of product who’s going to answer this question for us and kind of have the frameworks to do it. Really it’s more like product market fit solves all problems.

X-functional 53

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

SaaStr

MARCH 26, 2024

95% of the folks I talk to don’t understand the product themselves,” Jason says. We don’t need mediocre CSMs making $100k a year who don’t know the product or take forever to get back to you. As a founder, you need to be more involved in functional areas like sales support and success. Trust is a big deal with customer support.

Price 98

Price X-functional Growth B2B 98

SaaStr

AUGUST 7, 2020

359: The Secrets to Vertical Growth, What it Really Takes to Build a $1B SaaS Company with Matt Garratt, SVP, Managing Partner @ Salesforce Ventures, Trisha Price, Chief Product Officer @ nCino and David Schmaier, CEO & Founder @ Vlocity. Are these really product companies? There’s a lot of services.

Price 60

Price Retail X-functional Healthcare 60

SaaStr

APRIL 23, 2019

Learn what he did differently the second time around and the specific decisions he made to drive growth among B2B companies with Brex. How they came up with the idea of Brex, and product market fit. We’ll also talk about growth, and fundraising, and we’ll have some time left for Q and A, as well. Henrique : Yeah.

Launch 65

Launch Pitch Niche Negotiate 65

SaaStr

APRIL 30, 2022

So growth of the kind of subscription, eCommerce industry has been over 100% year on year for the past five years, according to McKinsey. If you kind of that question, thinking about the stakeholders and the decisions and companies of using SaaS products, there’s kind of three types. Why do developers love SaaS products?

Price 96

Price Launch X-functional Contract 96

Salesforce

OCTOBER 26, 2021

To ensure predictable growth that offered customers digital-first, low-cost entry to products and services, businesses rolled out subscriptions. Using this model, companies charge customers for access to features of a product or levels of service for a set period of time, typically monthly or yearly. How is it measured?

X-functional 98

X-functional Sales Growth Contract 98

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. They sell that product to general councils, operations teams, and deal desks. If you missed episode 128, check it out here: How to Unshackle Your Career Growth With a Mentor with Tom Martin.

Contract 107

Contract X-functional Objectives and Key Results Legal 107

SaaStr

APRIL 30, 2024

How to build operational excellence into your organization at different stages of the growth curve. 2022 was a foundation-building year, fixing a very leaky bucket where the product crushed it with the right customers, but they were closing a lot of poor-fit customers. Ways to scale that don’t include rampant inefficiency and burn.

Go To Market 105

Go To Market GTM X-functional Objectives and Key Results 105

SaaStr

NOVEMBER 2, 2019

Does one have to expand the product line to retain customers? How should this data feedback into your product roadmap and pipeline? * How does your customer success and customer support functions change with the move to enterprise? A classic example is a Shopify selling to, let’s say, contract.

GTM 50

GTM Price Up-sell Product 50

SaaStr

AUGUST 9, 2019

The second is many of these companies have grown significantly and their product portfolios have grown as they’ve had to obviously acquire more revenue out of their existing customer base, as they have acquired other technologies. So for you to make changes, it becomes really difficult. So one is just the sheer technology aspect of it.

Finance 52

Finance X-functional CRM Engineering 52

SaaStr

MARCH 12, 2019

He provides an in-depth guide to driving revenue growth at your company and what to expect at each stage. The three stages are product-market fit, then go-to-market fit and lastly growth and moat. Awesome revenue growth on the X axis, awesome revenue retention on the Y. Thirty, 50% revenue growth.

Growth 86

Growth Cross-sell Contract X-functional 86

Hubspot

AUGUST 8, 2019

Revenue by product or product line. Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Year-over-year growth. Average contract value (ACV). Sales Productivity Metrics. Ramp-up = amount of time spent in training + average sales cycle length + X.

X-functional 95

X-functional Quota Cross-sell Contract 95

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. And, the second system is what I call the product marketing system.

Finance 110

Finance X-functional Launch Objectives and Key Results 110

SaaStr

JUNE 14, 2019

SaaS companies face sustained headwinds in the attracting, cultivating, driving productivity, and retaining talent. How to drive synchronization, productivity when your needs are constantly evolving and the talent mix is incredibly fluid and diverse. But today, you have much more growth-oriented PE firms. Missed the session?

Strategize 55

Strategize Quota Non-Profits Price 55

SaaStr

NOVEMBER 21, 2020

398: Rob Gonzalez is the Co-Founder & CMO @ Salsify, empowering brand manufacturers to deliver the product experiences consumers demand at every point in their buying journey. In Today’s Episode We Discuss: * How Rob made his way into the world of SaaS as a product manager and how that led to his founding Salsify over 8 years ago. *

E-commerce 106

E-commerce Manufacturing X-functional Retail 106

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. That level of growth costs a total of $300k each year. Decide Base Pay vs. Variable Pay (Commissions). Set Targets.

SQL 102

SQL Commission Customers Non-Profits 102

SaaStr

NOVEMBER 20, 2020

You’ve got the better product, by definition, at least for some customers (because otherwise, they’d all go for #1). If by killing (or buying) your competitor, you can push yourself above 100% YoY growth, all the expense, headaches and pain will more than pay for itself. Probably True. You have a clear target in #1.

Real Estate 133

Real Estate X-functional Contract Healthcare 133

SaaStr

MARCH 1, 2019

Before joining Redpoint, Tomasz was the product manager for Google’s AdSense social-media products and AdSense internationalization. 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?

Contract 47

Contract Price Commission Conversion 47

SaaStr

MAY 14, 2023

All were growing 15%-20% a month, so we called them “The 20%ers club” Did that growth last? Talkdesk spent two years getting its Zendesk for voice products right, and then boom, boom, went from almost nothing to six million in ARR in the last 12 months… that sounds pretty good and it’s accelerating. All of them!

Price 98

Price Start-ups Up-sell X-functional 98

SaaStr

JUNE 13, 2019

Contract length. How long should a contract be in order to maximize conversion rate? A multi-year contract, a month-to-month contract, an annual contract. A multi-year contract, a month-to-month contract, an annual contract. What does this mean? This surprised me.

Contract 86

Contract Price X-functional Conversion 86

Hubspot

AUGUST 17, 2021

Sometimes, it means they’re selling a lot of Product X when the company is pushing for sales of Product Y. In these examples, maybe Product X is a lot easier to sell and comes with a higher commission rate than Product Y. Ask yourself, do you need to compensate differently for different products?

Commission 82

Commission Quota X-functional Finance 82

SaaStr

JULY 13, 2023

Startups come in all shapes and sizes on various stages of a timeline, yet it’s not surprising how many have the same questions and concerns about how to scale from x to y to z, the right time to hire and fire, and how to keep a team motivated during hard times. One audience member shared how they raised a series B before growth stalled out.

X-functional 77

X-functional Closing Growth Contract 77

Sales Hacker

APRIL 14, 2020

She helps growth-oriented B2B, SaaS companies design, implement, and optimize their data strategies, business processes and existing tool stacks to support their customers. Take control with the DocuSign agreement cloud, a suite of tools that automates sales contracts and quotes ,all right in your CRM. Her name is Jessica Wilkeyson.

Contract 70

Contract CRM Consult Cross-sell 70

SaaStr

AUGUST 15, 2020

So it’s about operational efficiencies, productivity gains, digital experiences and making sure we’ve captured those. 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. I think that simplicity in the product is a key driver.

Retail 83

Retail Start-ups Drivers/motivators Up-sell 83

SaaStr

FEBRUARY 25, 2020

And if your employees align around your purpose, your customers align around your purpose, you’re starting to do a lot more than just create a company and a product. Because it’s not so much focused around X, Y, Z NPS score. They got a verbal, they’re like, we’re going to get a contract this is a scrape.

Prospecting 86

Prospecting Customers Promote X-functional 86

PandaDoc

APRIL 12, 2022

In many cases, all aspects of the business — from product expansion to feature development — revolve around customer metrics and feedback. Customer insights can help you improve your product and get a better understanding of what features are most important to users. Example: 40 positive responses / 60 total responses X 100 = 67%).

Customers 52

Customers X-functional Promote Price 52

SaaStr

AUGUST 26, 2022

Yes, Zoom and Shopify and folks that were huge COVID beneficiaries had a bit of a hit, but even those have resumed their growth path. So sell your product. Jason Lemkin: Then there are different types of growth, late growth and growth. So crossover completely frozen, late growth semi-frozen.

Quota 87

Quota Growth Product Closing 87

PandaDoc

MARCH 7, 2023

And that can only mean one thing, more revenue and growth for your business. This can be intimidating at times, but often you’ll already be aware of genuine interest and know exactly how your product eliminates a pain point (solid preparation is key). The result is an improved customer experience overall.

Process 52

Process Objectives and Key Results Pitch Legal 52

SaaStr

MARCH 17, 2020

Why do I have to go ask one of my customers that I’m trying to protect and focus on kind of core Talkdesk product advocacy or product adoption. Another reason you may not have to do references is very flexible contract terms or maybe your company’s already huge, right? deal size growth.

Clients 57

Clients Service Customers Start-ups 57

SaaStr

MAY 10, 2019

As for Jason, prior to co-founding GoNimbly, he was Director of Product Management @ TradeShift and before that was VP of Product Management @ Lanetix. In This Episode We Discuss: * How Jason made his way from Director of Product Management at Tradeshift to changing the way we think about scaling revenue operations with GoNimbly. *

X-functional 51

X-functional SQL Pipeline GTM 51

SaaStr

JANUARY 3, 2020

Before joining Redpoint, Tomasz was the product manager for Google’s AdSense social-media products and AdSense internationalization. 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?

Contract 10

Contract Price Commission Conversion 10

SaaStr

FEBRUARY 21, 2020

What does David believe is the crucial step missing in B2B when it comes to finding product market fit? But I’m thrilled to welcome David back to the show today to discuss a very specific topic, the nine stage model to get a B2B software company to get repeatable, scalable, and profitable growth. What’s the playbook?

Non-Profits 74

Non-Profits Up-sell Start-ups Product 74

Sales Hacker

JULY 28, 2020

Conga is changing the way the world works by modernizing, streamlining and automating your documents, contracts, and processes to make it easier to do business. Prior to that, we had an IPO, and prior to that, we had really been in hyper growth mode the entire time I had been there. We’ve got two sponsors. The first is Conga.

Sell 61

Sell Presentation Start-ups X-functional 61