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 57

X-functional Engineering Clients Start-ups 57

SaaStr

NOVEMBER 2, 2019

How does your customer success and customer support functions change with the move to enterprise? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. A classic example is a Shopify selling to, let’s say, contract. Harry Stebbings. Krish Subramanian.

GTM 53

GTM Price Up-sell Product 53

SaaStr

JUNE 14, 2019

What were his biggest lessons from being in the Sequoia boardroom when they presented “RIP Good Times”? How do management meetings with potential PE acquiring firms compare to founders meeting VCs in the early days? How many meetings is normal to have in this process? How do they set up the process from there? *

Strategize 58

Strategize Quota Non-Profits Price 58

PandaDoc

FEBRUARY 27, 2023

If they agree, the deal is finalized by the signing of a contract. As you can imagine, this closing technique will not work if a sense of urgency is not present. The summary close works well in face-to-face situations like virtual meetings as well as traditional sales calls. Why are closing questions important?

Closing 52

Closing Contract Technique Objectives and Key Results 52

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 74

GTM Profit margin Negotiate Contract 74

SaaStr

AUGUST 7, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. “Well we’ll meet you on Thursday we’re going to fly in. This episode is an excerpt from Jason and Rob’s session at SaaStr Summit: Enterprise. Matt Garratt. Trisha Price. David Schmaier.

Price 62

Price Retail X-functional Healthcare 62

Hubspot

AUGUST 8, 2019

Percentage of revenue from existing customers (cross-selling, upselling, repeat orders, expanded contracts, etc.). Number of meetings scheduled. Number of demos or sales presentations. Average contract value (ACV). Number of meetings set. Revenue by product or product line. Market penetration. Email Sales Metrics.

X-functional 93

X-functional Cross-sell Quota Contract 93

SaaStr

APRIL 23, 2019

Building the basic functionality. One of the things that fintech startups often have to do, is they need to have contracts in place with not just the banks, but quite a few of the partners to really build a full stack solution. And think about that, and already present it in a way that works. We go in a lot of directions.

Launch 69

Launch Pitch Niche Negotiate 69

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 114

Finance X-functional Launch Objectives and Key Results 114

SaaStr

JANUARY 10, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. I was sending a 100 emails a week and doing those initial meetings for that firm for two years. Bob Moore: At that 50 plus era, there’s a function for this. Harry Stebbings. And that was me.

X-functional 53

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

SaaStr

AUGUST 9, 2019

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Vikas Bhambri: That seamlessly flows through then when you hand off to the implementation team or the customer success team, are we meeting those KPIs? The emergence of new A.I. Eyal Manor. Megan Lueders.

Finance 55

Finance X-functional CRM Engineering 55

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 102

SQL Commission Customers Non-Profits 102

SaaStr

NOVEMBER 21, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Rob Gonzalez: The second major thing, I think, is that back in 2012, we were in what I think of as X in the cloud, as the moment of SaaS where you just take an existing software category and you put it in the cloud.

E-commerce 111

E-commerce Manufacturing X-functional Retail 111

SaaStr

JUNE 13, 2019

Can we get the slides on the presentation? The way that we structure this presentation is top 10 learnings, so let’s jump right in. 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.

Contract 91

Contract Price X-functional Conversion 91

PandaDoc

MARCH 7, 2023

Present product or service The presentation or the pitch is showtime in any sales workflow outline. Firstly, any presentation you prepare must be tailored to each client’s needs. Respond to objections Once you’ve presented your best sales pitch, get ready to respond to client objections.

Process 52

Process Objectives and Key Results Pitch Legal 52

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. His answers didn’t disappoint. But it wasn’t ok in 2018, and it isn’t ok today.

X-functional 79

X-functional Closing Growth Contract 79

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 48

Contract Price Commission Conversion 48

SaaStr

AUGUST 15, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. I actually just got off the boat, Nick, and scurried up to make sure that I was ready to go for the presentation. That doesn’t mean to say, you’re going to do away with the functions.

Retail 87

Retail Start-ups Drivers/motivators Up-sell 87

SaaStr

MAY 14, 2023

I don’t know if it’s 20 percent per month or did you just go 20 percent last meeting. You have a presentation online that’s called Unsexy, which you’ll have to explain to me later. That’s why for us, it’s so important to build that function of the company in the Bay Area. No pressure here.

Price 102

Price Start-ups Up-sell X-functional 102

SaaStr

JANUARY 21, 2020

I’m not going to talk about dogs in today’s presentation. 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. I love dogs.

Quota 108

Quota Sales Healthcare Territory 108

SaaStr

MARCH 17, 2020

You’re probably going to have to be doing customer references unless there’s very small contract value, right, where there’s not a ton of pressure in making the right decision on the part of the prospective buyer. Then a third thing that you can do is incorporate it into the contract. What am I going to give?

Clients 58

Clients Service Customers Start-ups 58

SaaStr

MAY 10, 2019

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. That’s an internal function, but to the customer it shouldn’t be obvious that that’s their obligation, right? Here’s what Dave talks about: When is the right time to raise money? Jason Reichl.

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 89

Quota Growth Product Closing 89

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

FEBRUARY 21, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. 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.

Non-Profits 78

Non-Profits Up-sell Start-ups Product 78

SaaStr

OCTOBER 30, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. And so what we’ll see people come in and do is they’ll say, Hey, we want to acquire name, email, company size, function, or department, and then the consent and all these fields, right? Randy Rayess.

A/B testing 85

A/B testing X-functional Launch Start-ups 85

SaaStr

JULY 2, 2020

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. 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? Where do many go wrong here? Kurt Muehmel.

Customers 114

Customers Contract Price Education 114

Sales Hacker

JUNE 20, 2019

That tech served purposes like capturing leads directly from a website, automatically routing those leads to reps, increasing the volume of emails a human could send, enabling reps to make phone calls with a single click, and easily creating clean and crisp contracts for signature. Wanna know what else those products can do? Data capture.

Quota 69

Quota X-functional Strategize Contract 69

SaaStr

AUGUST 19, 2020

It’s easy to … It’s not easy always, but one tactic that has been successful is to extend the terms of the contract and lower the overall cost on a per month or per year basis. If your kids or your dog walk into a Zoom meeting, embrace it. One tactic that is very popular, people are going to be asked for discounts.

E-commerce 109

E-commerce Price Start-ups Growth 109