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. Trisha Price. Trisha Price: nCino is a little bit different in its background.

Price 60

Price Retail X-functional Healthcare 60

Hubspot

OCTOBER 16, 2017

That is to say, if you want your salespeople to do X, reward them financially for doing X. Increase average contract length. Salespeople are demotivated to do anything but sell, so good luck asking them to attend meetings, log notes, go to training, etc. Selling function (hunting or farming). Increase cash flow.

Commission 92

Commission Quota X-functional Non-Profits 92

Sales Hacker

JULY 18, 2019

For most sales reps and leaders, this is an important part of your role — and yet pipeline reviews are one of the most dreaded meetings on the calendar. Having well-defined and accurate sales stages for your business is critical, particularly if you plan to leverage the weighted pipeline functionality. 75% Contract Negotiation.

X-functional 68

X-functional Pipeline Contract Quota 68

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. Then finally, there have to be some barriers to turn.

X-functional 57

X-functional Engineering Clients Start-ups 57

SaaStr

APRIL 30, 2022

Just to say a little bit more about this, if you look at the sales functions are structured. And kind of the day after trying to meet with them to have feedback on what they had seen. It depends on the length of the contract, if there’s a contract. But it’s actually hard. Again, there’s no rules.

Price 93

Price Launch X-functional Contract 93

Hubspot

AUGUST 4, 2015

But not all couples are functioning like a belt and suspenders. Paranormal phenomena aside, Dana Scully’s skepticism to Fox Mulder’s “I Want to Believe” dogmatism is what made The X-Files compelling TV every week. To us, this was an X-File—as far down the explanations list as any weird light in the sky being attributable to aliens.

X-functional 72

X-functional Teamwork Sales Follow-up 72

SaaStr

JUNE 14, 2019

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? What does Dave believe is crucial to achieve in these in person meetings? How much of a role does price play in selecting the ultimate acquirer?

Strategize 59

Strategize Quota Non-Profits Price 59

SaaStr

NOVEMBER 2, 2019

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. The reason I suggest this as an approach is that when you’re getting your pricing right as a partner, and to grow with your customer.

GTM 53

GTM Price Up-sell Product 53

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 Negotiate Profit margin Contract 74

SaaStr

AUGUST 9, 2019

” Then driving that through the sales process and constantly coming back to that, that as we architect a solution, as we think about how we’re going to, which of our packages are you going to select, how are you going to integrate them, et cetera, constantly coming back to, are they going to meet the objectives of those KPIs?

Finance 55

Finance X-functional CRM Engineering 55

PandaDoc

FEBRUARY 27, 2023

If they agree, the deal is finalized by the signing of a contract. The summary close works well in face-to-face situations like virtual meetings as well as traditional sales calls. That is, “Sure, we can give you a discount but we need you to sign the contract today.” Why are closing questions important?

Closing 52

Closing Contract Technique Objectives and Key Results 52

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. Highly leveraged sales compensation plans are mostly seen in transactional sales, where the volume is extremely high at low prices.

SQL 103

SQL Commission Customers Non-Profits 103

SaaStr

NOVEMBER 21, 2020

How does Rob think through pricing today in a way that encourages land and expand? How does Rob think about usage vs seat-based pricing in SaaS? How should sales and marketing work together on pricing? You look at the forward-looking ARR multiples on the stock price, and they were a lot lower back then.

E-commerce 105

E-commerce Manufacturing X-functional Retail 105

SaaStr

MAY 14, 2023

I don’t know if it’s 20 percent per month or did you just go 20 percent last meeting. Algolia went from zero to seven figures in revenue in 12 months, and the launch of their search as a service product, and grew pricing from $19 a month to $100,000, which sounds amazing. And you said you kept the pricing on the website?

Price 95

Price Start-ups Up-sell X-functional 95

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 47

Contract Price Commission Conversion 47

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 I think we did two X what we thought we were going to do. We go in a lot of directions.

Launch 64

Launch Pitch Niche Negotiate 64

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?

Contract 84

Contract Price X-functional Conversion 84

PandaDoc

MARCH 7, 2023

Common objections include but are not limited to the following: Pricing or departmental budget issues Inability to understand the benefits No belief in the ability to implement your product or service. Typical actions that close a sale include final quotes, agreed negotiations, deposits, and the signing of contracts and other legal documents.

Process 52

Process Objectives and Key Results Pitch Legal 52

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 80

Retail Start-ups Drivers/motivators Up-sell 80

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

ConversionXL

AUGUST 27, 2019

Be careful about contracts you sign and team training you invest in. They can now deliver a lot of the same functionality, and your main decision-making factor could be the pricing model. And its data-layer functionality is versatile. I recommend thinking about it this way: “Tool X is collecting the data.

GTM 124

GTM X-functional CRM Technology 124

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

MAY 10, 2019

Harry Stebbings: Can I ask, I had Ben Braverman and the CRO of Flexport on the show the other day and he said it’s wonderful to have SDRs and account managers and sales reps but it doesn’t create the best personalized buying experience when you’re continuously handed off to the separate specialized function.

X-functional 55

X-functional SQL Pipeline GTM 55

Hubspot

FEBRUARY 11, 2019

If you can offer an existing product at a lower price point, better quality, or ideally, both, you'll have plenty of customers. 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

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 80

Quota Growth Product Closing 80

SaaStr

FEBRUARY 21, 2020

What price points you will you sell at? 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. What’s your messaging going to be? How will you engage with those prospects?

Non-Profits 79

Non-Profits Up-sell Start-ups Product 79

PandaDoc

MAY 8, 2023

Enterprise pricing available. Note: If you’re using Zendesk Sell, be sure to check out the PandaDoc x Zendesk Sell integration for even faster document creation. Pricing varies. All key plan pricing requires a demo. Enterprise pricing available. Enterprise pricing available. Ease of use: 8.5/10

Service 52

Service Product Customers E-commerce 52

SaaStr

OCTOBER 30, 2020

We made it just 10 questions, and on the results page, we’d show you how the price varies by the features you listed in the 10 questions, and how the price varies kind of by the geography of the tech talent. Randy Rayess: Or what’s the price because it’s just $20 per user per month is the same for everyone.

A/B testing 81

A/B testing X-functional Launch Start-ups 81

SaaStr

JULY 2, 2020

How does Kurt think about the right pricing mechanism for the customer today? 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? How can content be used to efficiently scale change management practices? Help me out.

Customers 115

Customers Contract Price Education 115

SaaStr

AUGUST 19, 2020

Get back into experimentation mode with our business model, with our pricing to really think about not just how we can shrink costs, but inflect growth on the top line so we could ultimately control our own destiny which is in fact what we did. Shifting to the fifth is around pricing. So pricing is obviously a very powerful lever.

E-commerce 103

E-commerce Price Start-ups Growth 103