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. Among the main differentiators between the plans is how many operations can be automated, which email marketing features are present, and how many open deals you can work with in parallel.

X-functional 52

X-functional Territory CRM Lead generation 52

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 83

Contract Price X-functional Conversion 83

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. And this gets into some of the automated machine learning capabilities, which Dataiku and other solution providers that we have in our products as well. Where do many go wrong here? Harry Stebbings. Kurt Muehmel.

Customers 114

Customers Contract Price Education 114

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 111

Finance X-functional Launch Objectives and Key Results 111

SaaStr

MAY 14, 2023

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. You have a presentation online that’s called Unsexy, which you’ll have to explain to me later.

Price 93

Price Start-ups Up-sell X-functional 93

Sales Hacker

OCTOBER 19, 2018

The product can answer questions like, “What technologies does my target prospect use?” and “When did my target prospect implement our competitor’s product, so I can figure out when they may be up for renewal?”. To many who have used both products, this was a no-brainer and a welcomed acquisition.

X-functional 58

X-functional Technology Technology Sales 58

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? Harry Stebbings.

Contract 46

Contract Price Commission Conversion 46

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 56

X-functional Engineering Clients Start-ups 56

SaaStr

JANUARY 21, 2020

I’m not going to talk about dogs in today’s presentation. My velocity lane, PatientPop’s SMB SaaS, eight units a month, $13,500 contract. Calls, emails, connect rate, demos, performs, wins, average contract value. Will we be sending presentations out? You won’t hear things about dogs. I love dogs.

Quota 103

Quota Sales Healthcare Territory 103

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 81

Government Up-sell Contract X-functional 81

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 54

X-functional SQL Pipeline GTM 54

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. Harry Stebbings.

GTM 52

GTM Price Up-sell Product 52

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 78

Retail Start-ups Drivers/motivators Up-sell 78

SaaStr

AUGUST 26, 2022

So sell your product. X this year. Don’t go from a $10 a month product to 1 million dollars a year. That it’s a good conservative bet to accelerate that six or nine months in your product roadmap. Brex is amazing in the US, Ramp is amazing, but those are like 30%, 20% gross margin products.

Quota 79

Quota Growth Product Closing 79

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. So we added it and now we’ve obviously made the product better and easier to use and in the early days, but we’ve kept it and it’s worked out well for us. Harry Stebbings. Randy Rayess.

A/B testing 79

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

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? Matt Garratt: Let’s move on to the initial product.

Price 59

Price Retail X-functional Healthcare 59

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? Engagement with our product was already so high.

Clients 57

Clients Service Customers Start-ups 57

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. On the contrary, the licensee will have a better product to sell with the OEM partner’s added value. Licensing OEM software. OEM deal structure.

GTM 74

GTM Negotiate Profit margin Contract 74

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. Or hey, we’re having all these arguments internally about whether we should take the product down this road or that one. This podcast is an excerpt from Eric’s session at SaaStr Europa 2019. Is that not?

X-functional 52

X-functional Start-ups Drivers/motivators Go To Market 52

SaaStr

APRIL 23, 2019

How they came up with the idea of Brex, and product market fit. One of the things that I feel like fintech companies really struggle with is what is product market fit? Did you have a product? How do you really … because it takes a long time in fintech for product market fit. Building the basic functionality.

Launch 63

Launch Pitch Niche Negotiate 63

PandaDoc

FEBRUARY 27, 2023

They help give a lasting impression of the company and the product it’s offering to drive the decision-making process. If they agree, the deal is finalized by the signing of a contract. Closing remarks also give your sales team a chance to summarize your brand and the benefits of your products or services.

Closing 52

Closing Contract Technique Objectives and Key Results 52

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. So one of the things that I did, pretty early on here as we knew we were going to scale the team, was I set up an enablement function. The emergence of new A.I. Eyal Manor. Megan Lueders. Harry Stebbings: Got it.

Finance 54

Finance X-functional CRM Engineering 54

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

Hubspot

AUGUST 8, 2019

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

X-functional 96

X-functional Quota Cross-sell Contract 96

SaaStr

AUGUST 19, 2020

We shut down something called the Evernote market which was selling physical goods, sunset some nice products like Evernote food which had nice followings, but I felt were distracting from the larger priorities. We had way too many bugs, latency had grown to too long and crashes were a problem with the product.

E-commerce 101

E-commerce Price Start-ups Growth 101

SaaStr

JUNE 14, 2019

What were his biggest lessons from being in the Sequoia boardroom when they presented “RIP Good Times”? SaaS companies face sustained headwinds in the attracting, cultivating, driving productivity, and retaining talent. In Today’s Episode We Discuss: * How did Dave make his way into the world of SaaS over 20 years ago? ” Right?

Strategize 58

Strategize Quota Non-Profits Price 58

SaaStr

FEBRUARY 21, 2020

What does David believe is the crucial step missing in B2B when it comes to finding product market fit? If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin. Does David agree, “entrepreneurship does not get easier with time, it just gets different”? Harry Stebbings.

Non-Profits 78

Non-Profits Up-sell Start-ups Product 78

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. Travel and Lodging.

SQL 102

SQL Commission Customers Non-Profits 102

PandaDoc

MARCH 7, 2023

This means gathering any information relevant to the sale, including: Client history and reputation within their markets and industry Potential client objections and concerns The most pertinent information on your products or services for this client Past leads and sales notes to garner the best tactics and information to use.

Process 52

Process Objectives and Key Results Pitch Legal 52

Sales Hacker

JULY 2, 2019

If your CRM doesn’t have this reporting functionality, you can export the data into an excel file and quickly get the average sales price from there. 2,000 x 10% = $200/lead. Presentation Delivered (60%). Contract Sent (90%). Average Lead Value. Total Number of Leads. Leads Needed = Desired Revenue / Average Lead Value.

Price 77

Price X-functional CRM Sales 77

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. I was the product of a single mom who had three kids that she was raising on her own. They test for presentation skills in a sales hire. We’ve got two sponsors.

Sell 61

Sell Presentation Start-ups X-functional 61

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?

Quota 70

Quota X-functional Strategize Contract 70